Channel meets needs to provide greater coverage at a lower price. The % of technology sales through indirect channels increased from 53% to 67% from 1997-2007 According to a study by Developing Indirect Channels: A Structured Approach to Reaching New Customers and Growing Revenues, Accenture 2011, Direct Sales had a cost of 63% of total sales vs a 1-Tier indirect model (Value Add Reseller) which was 61%, 2 tier indirect at 56% and web at 50%
Deliver communication that’s relevant and personal to partners – one size does not fit all – in a recent survey with 100+ HP partners over 50% responded they would like to receive program updates weekly Provide MDF processes that are clear and have easy-to-understand rules with flexible activities – show partners you trust them
Channel partners are now handling 33 percent of SAP (NYSE:SAP)'s sales, putting the giant software vendor within range of its goal of making 40 percent of its sales through the channel by 2015. That number is likely to continue growing given that small and mid-size enterprises (SMEs) make up 88 percent of SAP's net-new customers -- many of which are serviced by SAP's growing channel partner ranks.
SAP’s Marketing Service Bureau provides a demand generation platform for SAP partners to access key enablement, campaign and best practice resources, then execute through a network of certified SAP Marketing Agencies. Goal: Support partners throughout the buyers journey to generate qualified leads and evolve the leads into closed deals.
BenefitsLead reporting portal for agenciesLess error due to manual data entry/managementLess overall management of various data sourcesIncreased data integrity Data management roles allow necessary limited accessIntegrates campaign task timing efforts and auto-updates campaign status
BMA Chicago: Driving Leads through Channel Ecosystems
Driving leads through channelecosystemsEric Martin, Senior Director of Marketing at SAPBrennen Roberts, Managing Director at Pepper Global