So what is Channel Marketing again? Channel Marketing is a form of BTL Marketing, more closely linked to Sales, than Marketing. In Retail, and other Consumer-facing industries, it has a very high impact on Sales. Channel Marketing is different from other Marketing efforts…let’s look at the next slide to see how

1. 3 Most Common Pitfalls
of Channel Marketing
TRIAD Technologies Pvt. Ltd

2. So what is Channel Marketing again?
• Channel Marketing is a form of BTL Marketing, more closely
linked to Sales, than Marketing.
• In Retail, and other Consumer-facing industries, it has a very
high impact on Sales.
• Channel Marketing is different from other Marketing
efforts…let’s look at the next slide to see how

3. How is Channel Marketing different?
Channel Marketing
Advertisement
& other Marketing
• Highly Targeted
• Closer to Sales and Conversions
• Covers areas like Schemes, Promotions
Product Placement
• Broad Reach
• Closer to Marketing &
Awareness
• Covers Mass-media

4. Easy Enough right?
Not quite…
Let’s find out why

5. Pitfall # 1
Good
Advertising
Bad
Channel
Strategy
Awareness,
but less
Sales
• Good Advertising creates good Recall and generates Footfall.
• A Bad Channel Strategy leads to failure in the Last Mile sales.
• Most of these failed conversions go to the competition.

6. Pitfall # 2
Good
Product
Placement
Low Dealer
Engagement
Visibility,
but less
conversions
• Good Product Placement gives Good Last-mile Visibility.
• But, a non-motivated dealer will not pitch your product as well.
• Overall conversions are lower than they could be.

7. Pitfall # 3
High Dealer
Engagement
Lack of
Feedback
Mechanism
Outdated
Strategy and
Lesser RoI
• A strategy that worked once might not work all the time.
• Timely adapting to the Dealer Base is key.
• Lack of Feedback might obscure important trends.

8. What is the Ideal Strategy?
Ideal Strategy
Market
Budget
Goals• Ideal Strategy considers:
• Market Conditions
• Organization Goals
• Marketing Budget
• It focuses on maximizing Sales and
reinforcing Positive Behaviors

9. TRIAD Technologies Pvt. Ltd
Thank You
For further information, check out our blog:
http://www.triad01.com/blogs/key-elements-of-successful-partner-engagement.php