The channel sales model is a great way to scale up your business. But, that doesn't mean channel sales is easy. It comes with its own set of challenges. Download this whitepaper to learn more about the 7 steps to smoother channel management.
Zyme Solutions has grown to become the market leader in the category of Channel Data Management that helps them optimize your businesses with excellent channel visibility resulting in increase payouts, revenue recognition, sales forecasting, marketing programs, etc.
For more information, please visit - http://www.zyme.com/channel-data-management
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty two slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Channel Management Powerpoint Presentation Slides complete deck. https://bit.ly/3wfuS3J
Marketing Channels And Strategy For Sales Enhancement Powerpoint Presentation...SlideTeam
Presenting our Marketing Channels And Strategy For Sales Enhancement PowerPoint Presentation Slides to broaden your company’s vision and mark your presence in the global market trends. Engage in new sales channels for the growth of your business and high profits by taking the aid of this marketing management PPT slideshow. Exhibit with this distribution channel PPT deck, how strategizing efficiently serves in choosing the correct pricing strategy, target audience, and right promotion strategy for your company. With the help of these commodity strategizing PPT slides, you can talk about the challenges related to sales channels like non-aligned, in-adequate start-up costs, and low margins. Take advantage of this visually-attractive presentation template to determine the sales effects on your business. Analyze the competition’s strengths and weaknesses with the help of this target market PPT presentation. Download our ready-to-use and completely customizable manufacturing channel PPT design and take advantage of the editable icons. Utilize these slides to simplify the complex topic and inform your customers easily about your services. https://bit.ly/3r35kmM
Zyme Solutions has grown to become the market leader in the category of Channel Data Management that helps them optimize your businesses with excellent channel visibility resulting in increase payouts, revenue recognition, sales forecasting, marketing programs, etc.
For more information, please visit - http://www.zyme.com/channel-data-management
Enhance your audiences knowledge with this well researched complete deck. Showcase all the important features of the deck with perfect visuals. This deck comprises of total of sixty two slides with each slide explained in detail. Each template comprises of professional diagrams and layouts. Our professional PowerPoint experts have also included icons, graphs and charts for your convenience. All you have to do is DOWNLOAD the deck. Make changes as per the requirement. Yes, these PPT slides are completely customizable. Edit the colour, text and font size. Add or delete the content from the slide. And leave your audience awestruck with the professionally designed Sales Enablement Channel Management Powerpoint Presentation Slides complete deck. https://bit.ly/3wfuS3J
Marketing Channels And Strategy For Sales Enhancement Powerpoint Presentation...SlideTeam
Presenting our Marketing Channels And Strategy For Sales Enhancement PowerPoint Presentation Slides to broaden your company’s vision and mark your presence in the global market trends. Engage in new sales channels for the growth of your business and high profits by taking the aid of this marketing management PPT slideshow. Exhibit with this distribution channel PPT deck, how strategizing efficiently serves in choosing the correct pricing strategy, target audience, and right promotion strategy for your company. With the help of these commodity strategizing PPT slides, you can talk about the challenges related to sales channels like non-aligned, in-adequate start-up costs, and low margins. Take advantage of this visually-attractive presentation template to determine the sales effects on your business. Analyze the competition’s strengths and weaknesses with the help of this target market PPT presentation. Download our ready-to-use and completely customizable manufacturing channel PPT design and take advantage of the editable icons. Utilize these slides to simplify the complex topic and inform your customers easily about your services. https://bit.ly/3r35kmM
Indirect Go To Market Strategy Powerpoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Indirect Go To Market Strategy Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of six three slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below. https://bit.ly/39IzzK7
Agile Marketing How-To Guide and ToolkitDemand Metric
Your Problem
You need to help your marketing team become more efficient.
Our Solution
Agile Marketing is a powerful and proven tactical approach to improve the processes that empower your marketing team, encouraging constant and swift growth. An Agile approach allows teams to be more capable to adapt to real-time marketing challenges or opportunities. Not only does the Agile process improve a teams speed, but it encourages transparency and rewards adaptability, ultimately leading to happier and less stressed team members and more consistent results. This How-To Guide and Toolkit will help your team achieve an Agile Marketing process that is proven to deliver more results.
Key Benefits
leverage Agile Marketing best practices
quickly discover how to implement Agile
Full toolkit that supports what you learn
Transforming from Call Center to Contact Center How-To GuideDemand Metric
Executive Summary
If loyal customers are the lifeblood of a successful marketing program, call centers are the heartbeat. It is within the call center that happy customers become loyal advocates or disenchanted. All too often, however, call centers are viewed by marketing professionals as an afterthought instead of a key to customer loyalty, customer satisfaction and as a lead generation.
Modern marketers must move from seeing Customer Care as a secondary supporting function to one of primary importance to marketing programs and lead generation, along with other digital marketing and sales activities.
This How-To Guide challenges marketers to view the call center as a potential source of revenue and lead generation as well as the hub of Customer Care. This report discusses the misperceptions around call centers and shows modern marketers how to transform their call center (cost center) into a Modern Contact Center (profit center) by recognizing its strategy in lead generation and customer experience.
This brief 11-page How-To Guide is designed to provide practical advice for building a Modern Contact Center and outlines the following:
Executive Summary
Opportunities & Challenges of the Call Center
Creating a Modern Contact Center
Contact Center Application Selection Criteria
Action Plan
Bottom Line
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Marketing Math: Key Metrics to Maximize Marketing DollarsKaren Marchetti
All of the marketing math equations you've probably heard about -- but never really understood, including:
- MARKETING PROGRAM ANALYSIS metrics: Marketing Contribution, Return on Investment (ROI), Social Media Engagement, Conversion Rates, Revenue Per Email, Revenue to Expense Ratios
- MARKETING PLANNING metrics: Budgeting formulas, Breakeven Analysis, Cost Per Acquisition (CPA)
- CUSTOMER ANALYSIS: Lifetime Value
If you're unsure about:
- The difference between Gross Revenue and Net Revenue
- How to compute Gross Profit or ROI
- Whether you're creating the most effective marketing budget
- Whether you're analyzing your marketing programs effectively
This presentation will help, and is a great resource for every marketer!
Best Practices For Enhancing Vendor/Reseller RelationshipsChannelinsight
How do channel partners view their vendors? How do vendors view their partners? Is it a duel or a dance? How far can manufacturers see down the channel? Which incentives motivate partners and which don't? Based on a survey conducted by an independent research firm, the Silicon Valley Research Group, this eBook offers information and insights on all these questions, and more. The book provides foundational information to help with channel partner management and offers best practices for channel data management that can help you strengthen and improve your partnerships – resulting in channel sales growth.
Our signature Channel Program Blueprint (CPB) report provides a framework for understanding the primary elements associated with a successful sales channel, and helps you establish a plan that incorporates the people, processes, and systems to achieve results.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
Parth\'s in it\'s endeavour to manage sales effectively with real time communication tools ,developed the crm,which will guide companies towards excellence in customer relationship.
One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
The Vanella Group, Inc. was listed along with organizations like Docusign, Avaya, Vantiv, OpenText, and many other well-known tech leaders. The Vanella Group, Inc. has been delivering the highest producing sales development solution in the industry for enterprise tech for 17 years with clients like HP, CA, Hitachi, and many others.
This presentation provides an overview of the ways in which we can enhance the impact of your marketing efforts on your customers, your business and the world at large.
7 Capabilities of Companies That Are Killing It in CXPerficient, Inc.
Every organization is at a different stage of digital maturity, which directly affects its ability to deliver an exceptional customer experience (CX). To make the situation more challenging, customer expectations are increasing every day as Amazon, Google, and other innovators are setting a high bar for what consumers expect to see when they engage with a brand.
We’ve developed a model that identifies the seven core capabilities of the companies that are dominating CX. These are the things they do that set them far ahead of their competition and allow them to deliver killer customer experiences. In our webinar, we took a closer look at those seven capabilities, including:
-How you can help your company adopt and master the 7 characteristics of CX success
-How companies with exceptional experiences can continue to improve and adapt
You know that partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step.
Watch this presentation to discover ways to boost partner engagement.
You know that partner relationship management is the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. This whitepaper offers you a blueprint for successful channel partner engagement.
Indirect Go To Market Strategy Powerpoint Presentation SlidesSlideTeam
It covers all the important concepts and has relevant templates which cater to your business needs. This complete deck has PPT slides on Indirect Go To Market Strategy Powerpoint Presentation Slides with well suited graphics and subject driven content. This deck consists of total of six three slides. All templates are completely editable for your convenience. You can change the colour, text and font size of these slides. You can add or delete the content as per your requirement. Get access to this professionally designed complete deck presentation by clicking the download button below. https://bit.ly/39IzzK7
Agile Marketing How-To Guide and ToolkitDemand Metric
Your Problem
You need to help your marketing team become more efficient.
Our Solution
Agile Marketing is a powerful and proven tactical approach to improve the processes that empower your marketing team, encouraging constant and swift growth. An Agile approach allows teams to be more capable to adapt to real-time marketing challenges or opportunities. Not only does the Agile process improve a teams speed, but it encourages transparency and rewards adaptability, ultimately leading to happier and less stressed team members and more consistent results. This How-To Guide and Toolkit will help your team achieve an Agile Marketing process that is proven to deliver more results.
Key Benefits
leverage Agile Marketing best practices
quickly discover how to implement Agile
Full toolkit that supports what you learn
Transforming from Call Center to Contact Center How-To GuideDemand Metric
Executive Summary
If loyal customers are the lifeblood of a successful marketing program, call centers are the heartbeat. It is within the call center that happy customers become loyal advocates or disenchanted. All too often, however, call centers are viewed by marketing professionals as an afterthought instead of a key to customer loyalty, customer satisfaction and as a lead generation.
Modern marketers must move from seeing Customer Care as a secondary supporting function to one of primary importance to marketing programs and lead generation, along with other digital marketing and sales activities.
This How-To Guide challenges marketers to view the call center as a potential source of revenue and lead generation as well as the hub of Customer Care. This report discusses the misperceptions around call centers and shows modern marketers how to transform their call center (cost center) into a Modern Contact Center (profit center) by recognizing its strategy in lead generation and customer experience.
This brief 11-page How-To Guide is designed to provide practical advice for building a Modern Contact Center and outlines the following:
Executive Summary
Opportunities & Challenges of the Call Center
Creating a Modern Contact Center
Contact Center Application Selection Criteria
Action Plan
Bottom Line
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Marketing Math: Key Metrics to Maximize Marketing DollarsKaren Marchetti
All of the marketing math equations you've probably heard about -- but never really understood, including:
- MARKETING PROGRAM ANALYSIS metrics: Marketing Contribution, Return on Investment (ROI), Social Media Engagement, Conversion Rates, Revenue Per Email, Revenue to Expense Ratios
- MARKETING PLANNING metrics: Budgeting formulas, Breakeven Analysis, Cost Per Acquisition (CPA)
- CUSTOMER ANALYSIS: Lifetime Value
If you're unsure about:
- The difference between Gross Revenue and Net Revenue
- How to compute Gross Profit or ROI
- Whether you're creating the most effective marketing budget
- Whether you're analyzing your marketing programs effectively
This presentation will help, and is a great resource for every marketer!
Best Practices For Enhancing Vendor/Reseller RelationshipsChannelinsight
How do channel partners view their vendors? How do vendors view their partners? Is it a duel or a dance? How far can manufacturers see down the channel? Which incentives motivate partners and which don't? Based on a survey conducted by an independent research firm, the Silicon Valley Research Group, this eBook offers information and insights on all these questions, and more. The book provides foundational information to help with channel partner management and offers best practices for channel data management that can help you strengthen and improve your partnerships – resulting in channel sales growth.
Our signature Channel Program Blueprint (CPB) report provides a framework for understanding the primary elements associated with a successful sales channel, and helps you establish a plan that incorporates the people, processes, and systems to achieve results.
The typical marketer and sales person, in a complex B2B sales environment,understands the value of a truly qualified “sales-ready” lead over a marketing ready prospect, because it meets a designated set of criteria and progresses into a sale faster with fewer selling resources
Parth\'s in it\'s endeavour to manage sales effectively with real time communication tools ,developed the crm,which will guide companies towards excellence in customer relationship.
One thing everyone can agree on is that the “new buyer’s journey” is changing how customers buy everything from cars to firewalls. The traditional roles of sales and marketing are changing like never before. Add the complexity of selling through an indirect channel and things can start to feel pretty complicated. The good news is that there are practical approaches that help align channel marketing and sales to help smooth these seemingly troubled waters.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
The Vanella Group, Inc. was listed along with organizations like Docusign, Avaya, Vantiv, OpenText, and many other well-known tech leaders. The Vanella Group, Inc. has been delivering the highest producing sales development solution in the industry for enterprise tech for 17 years with clients like HP, CA, Hitachi, and many others.
This presentation provides an overview of the ways in which we can enhance the impact of your marketing efforts on your customers, your business and the world at large.
7 Capabilities of Companies That Are Killing It in CXPerficient, Inc.
Every organization is at a different stage of digital maturity, which directly affects its ability to deliver an exceptional customer experience (CX). To make the situation more challenging, customer expectations are increasing every day as Amazon, Google, and other innovators are setting a high bar for what consumers expect to see when they engage with a brand.
We’ve developed a model that identifies the seven core capabilities of the companies that are dominating CX. These are the things they do that set them far ahead of their competition and allow them to deliver killer customer experiences. In our webinar, we took a closer look at those seven capabilities, including:
-How you can help your company adopt and master the 7 characteristics of CX success
-How companies with exceptional experiences can continue to improve and adapt
You know that partner relationships are the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step.
Watch this presentation to discover ways to boost partner engagement.
You know that partner relationship management is the bedrock of a successful channel sales model. However, sometimes partner relationship management can seem like an icy road where you skid at every step. This whitepaper offers you a blueprint for successful channel partner engagement.
Unlike salespeople, channel partners don't have hands on access to sales/marketing training sessions or brand induction workshops. Watch this presentation to learn how a partner portal compensates these negatives by providing channel partners with easy access to critical elements that help them close deals faster.
Partner marketing is a specialization within the overall discipline of marketing, focused on communicating value to, with, through, and for partners.
Partners are companies outside of your organization. They might be distributors, resellers, agents, alliance partners, or many other types of third-party companies. Understand that each of these companies deal with the same types of problems every other business faces: not enough time, people, or money to solve all the problems that are in front of them. As a partner marketer you are in a unique position to help them.
Many organizations engage partners as a route to market, for addressing a need, or an opportunity they cannot satisfy alone.
For example, if you don’t have the resources to manage dozens or hundreds of resellers directly, you can choose to establish a distribution partner. You can pay for the service they provide, typically by sharing the margin you would have kept for yourself in a direct sales model. The distributor can help make up for the expense, with the growth and scale they offer.
Just because someone agrees to be your partner, it doesn’t mean they’re going to proactively bring your product or service to the market. Sometimes they need some stimulation and that’s where partner marketing can help.
How to Win the Fight for Your Channel Partners' LoyaltySproutLoud
Your channel partners sell many different brands, and they need to work with businesses that meet their needs. This presentation will show you how to be the kind of business that keeps channel partners loyal for a long time.
Top 11 Dealer Incentive Program Ideas for 2023.pdfRewardPort
A dealer incentive program encourages your channel partners, distributors, and resellers to adopt specific behaviours. The program should reward them with worthwhile incentives for acting as per the need of the business from time to time.
Depending on your market, channel partners can take on a variety of forms and come from a variety of industries. They may be distributors, resellers, independent retailers, affiliates, or even value-added service providers. Consider using channel partner software to make locating them simpler.
In essence, anyone who markets your brand but does not actively support your company can be a partner. Through channel partner programmes, you can most effectively make sure that they are elevating your brand above the competition.
Exploring the Channel Disconnect - within Technology Vendor Partner Programs.
Many vendors, across hardware and software enterprises, are struggling to engage and benefit from their partner programs.
This whitepaper explores some of the ways the UK technology channel is struggling with optimising their reseller programs, and steps they can take to improve their partner programs - to ultimately increase revenues, reduce the cost of sale and provide a more rounded experience to customers.
Incentives: The Secret Ingredient of a Successful Channel Enablement StrategySeth Jacobsen
When it comes to enabling your sales channels, it’s important to have partners you can count on to help you move your products effectively and efficiently.
But how do you design and implement a channel strategy that will get their buy in and enable them to succeed? It’s all a matter of asking the right questions.
The problem with channel sales model is that businesses may have unrealistic expectations. As a result, they are surprised when the results from each new partner are a disappointment.In this whitepaper, we discuss these unrealistic expectations.
Gone are the days when partners fought to establish their credentials with a large vendor. Today, it’s the vendors themselves who are under increasing pressure to ‘wow’ partners whom themselves can have multiple relationships with multiple tech companies. The good news is that we have a few ‘wow’ tricks up our sleeves, and can point to a proud track record of activating and empowering partners.
So what’s your ‘next best move’? Well, by downloading our eBook on you’ll find some useful insights, hints, and tips to get you started..
Over the past couple of decades, two major channel management automation platforms have attracted widespread attention: partner relationship management (PRM) automation and partner marketing management (PMM) automation. However, the most important area in channel automation—an area that has been neglected and remains a major opportunity—is partner sales enablement or partner sales management. If you are considering an investment in channel automation, you should look at partner sales enablement automation first.
There’s a pot of gold waiting for IT solution providers – and technology vendors are almost uniformly frustrated in getting their channel to make use of it. Vendors who sell through a channel or an agent network allocate between 1 and 2% of their top line revenue as Market Development Funds for their partners. However, for the most part, these Market Development Funds (MDF) fail to realize their potential. There are many reasons, chief among which are the lack of organized ways to allocate funds, track activities and measure outcomes. As a result, MDF is notorious for yielding the worst return in comparison to other direct marketing activities. Through our years of engagement in channel programs around the world, we have observed that companies who take the following steps to get the highest return from their MDF programs.
Learning the art of ‘effective’ partner management is what will upsurge your revenue logs and give you the competitive advantage – your fuel for thriving in the dynamic landscape.
In the B-to-B world, long registration forms that require visitors to enter too much information too soon are the “pushy salespeople” of Web site conversion. In contrast, progressive profiling is the astute merchant who offers a more positive experience, which makes shoppers more apt to return. This brief shares the benefits of progressive profiling as well as the strategies and technology required for its success.
Download this Research Brief to learn:
- Why one-and-done profiling is ineffective and ultimately reduces conversion rates
- What is Progressive profiling
- What is needed to achieve a progressive profiling end state.
The Coronavirus crisis is taking a toll on businesses all over the world and financial experts have already warned that it won’t be easy for businesses to get back on their feet even when the situation eases.
While it will be challenging to revert to the pre-outbreak stage, enterprising vendors can put their channel partners ahead of the competition with channel marketing automation. Download our whitepaper to learn how channel marketing automation tools can ensure your channel partners hit the ground running when all of this mess clears up.
Channel conflict tends to evolve over time, stemming from partnerships that lack clear guidelines. At the root of a do-nothing strategy is often a lack of understanding of the underlying causes of channel conflict, and a series of strategies and processes in place to resolve each. This brief categorizes these causes into our SiriusDecisions Channel Conflict Model, and share specifics on each.
As organizations strive to sell more solutions, their reps will increasingly face off against a variety of senior- level buying roles. To improve these interactions, sales leaders should adopt a systematic process to help reps. This brief introduces and examines the components of ONE process for selling to senior executives, and explores the options of segmenting the sales force and/or leveraging subject matter experts (SMEs) when looking to reach these buyers.
For Mindmatrix, 2019 was marked by industry-wide recognition as a top player in the channel and sales enablement sphere, introduction of new features and enhancements to its platform and extensive collaboration with industry thought leaders.
B-to-b channel leaders, whether they oversee large multi-tier reseller programs or alliance partner programs, should use standard program metrics to track their progress and detect signs of upcoming opportunities or trouble. This brief describes metrics that can help channel leaders monitor and manage the success of six channel program areas.
B-to-b partner account managers must acquire a range of skills, which should be adapted to the types of partners they work with (e.g. reseller, distributor, OEM, alliance, referral). This brief describes nine key topic areas that should be used to adapt training content to the unique requirements of a supplier organization’s partner account managers, and outline specific elements within each area.
Within a b-to-b organization, the mission of an evangelist for a product or technology is to amplify external awareness and excitement and drive market adoption. However, companies also should consider the need for internal evangelism to support business objectives. This brief describes how channel leaders can craft a presentation to evangelize the value of channel for internal audiences.
Within a b-to-b organization, the mission of an evangelist for a product or technology is to amplify external awareness and excitement and drive market adoption. However, companies also should consider the need for internal evangelism to support business objectives. This brief describes how channel leaders can craft a presentation to evangelize the value of channel for internal audiences.
Sales training organizations are challenged when trying to measure the impact of specific choices on behavior change, just like a weight scale can’t tell you how much you have benefitted from skipping the fries and how much was due to a new walking program. This brief describes how coupling training investment with coaching and measurement helps to enhance its overall impact.
A scenario where what was promised isn’t delivered is all too common in the b-to-b channel world when suppliers fail to properly align with and train partners that have been brought into the fold to deliver a range of pre-sale and post-sales services. This brief defines four pillars of best-in-class service channel relationships and shares the components that make up each.
Leading MSP & hi-tech channel enablement solution provider, Mindmatrix, will be at the IT Industry’s premier conference for collaboration, education and networking in Las Vegas, NV. #ChannelCon19
When b-to-b suppliers fail to effectively engage and collaborate with large service provider partners, these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement. This brief explains how to apply each of these components to engage large service provider partners.
The channel marketing strategies research brief defines three channel marketing concierge service models and explains how to determine which model fits best on the basis of a supplier’s level of partner marketing support and channel marketing resources.
A scenario where what was promised isn’t delivered is all too common in the b-to-b channel world when suppliers fail to properly align with and train partners that have been brought into the fold to deliver a range of pre-sale and post-sales services. This brief defines four pillars of best-in-class service channel relationships and shares the components that make up each.
Driving successful initiatives in any sales organization begins with first- line manager. The performance of sales reps is directly tied to the ability of these managers to play multiple roles effectively. This brief explores the importance of first-line managers in executing sales initiatives and the roles they must play in today’s b-to-b environment.
B-to-b channel leaders, whether they oversee large multi-tier reseller programs or alliance partner programs, should use standard program metrics to track their progress and detect signs of upcoming opportunities or trouble. This brief describes metrics that can help channel leaders monitor and manage the success of six channel program areas.
More from Mindmatrix Partner Relationship Manager (20)
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
A.I. (artificial intelligence) platforms are popping up all the time, and many of them can and should be used to help grow your brand, increase your sales and decrease your marketing costs.In this presentation:We will review some of the best AI platforms that are available for you to use.We will interact with some of the platforms in real-time, so attendees can see how they work.We will also look at some current brands that are using AI to help them create marketing messages, saving them time and money in the process. Lastly, we will discuss the pros and cons of using AI in marketing & branding and have a lively conversation that includes comments from the audience.
Key Takeaways:
Attendees will learn about LLM platforms, like ChatGPT, and how they work, with preset examples and real time interactions with the platform. Attendees will learn about other AI platforms that are creating graphic design elements at the push of a button...pre-set examples and real-time interactions.Attendees will discuss the pros & cons of AI in marketing + branding and share their perspectives with one another. Attendees will learn about the cost savings and the time savings associated with using AI, should they choose to.
Top 3 Ways to Align Sales and Marketing Teams for Rapid GrowthDemandbase
In this session, Demandbase’s Stephanie Quinn, Sr. Director of Integrated and Digital Marketing, Devin Rosenberg, Director of Sales, and Kevin Rooney, Senior Director of Sales Development will share how sales and marketing shapes their day-to-day and what key areas are needed for true alignment.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Most small businesses struggle to see marketing results. In this session, we will eliminate any confusion about what to do next, solving your marketing problems so your business can thrive. You’ll learn how to create a foundational marketing OS (operating system) based on neuroscience and backed by real-world results. You’ll be taught how to develop deep customer connections, and how to have your CRM dynamically segment and sell at any stage in the customer’s journey. By the end of the session, you’ll remove confusion and chaos and replace it with clarity and confidence for long-term marketing success.
Key Takeaways:
• Uncover the power of a foundational marketing system that dynamically communicates with prospects and customers on autopilot.
• Harness neuroscience and Tribal Alignment to transform your communication strategies, turning potential clients into fans and those fans into loyal customers.
• Discover the art of automated segmentation, pinpointing your most lucrative customers and identifying the optimal moments for successful conversions.
• Streamline your business with a content production plan that eliminates guesswork, wasted time, and money.
Short video marketing has sweeped the nation and is the fastest way to build an online brand on social media in 2024. In this session you will learn:- What is short video marketing- Which platforms work best for your business- Content strategies that are on brand for your business- How to sell organically without paying for ads.
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
Mastering Multi-Touchpoint Content Strategy: Navigate Fragmented User JourneysSearch Engine Journal
Digital platforms are constantly multiplying, and with that, user engagement is becoming more intricate and fragmented.
So how do you effectively navigate distributing and tailoring your content across these various touchpoints?
Watch this webinar as we dive into the evolving landscape of content strategy tailored for today's fragmented user journeys. Understanding how to deliver your content to your users is more crucial than ever, and we’ll provide actionable tips for navigating these intricate challenges.
You’ll learn:
- How today’s users engage with content across various channels and devices.
- The latest methodologies for identifying and addressing content gaps to keep your content strategy proactive and relevant.
- What digital shelf space is and how your content strategy needs to pivot.
With Wayne Cichanski, we’ll explore innovative strategies to map out and meet the diverse needs of your audience, ensuring every piece of content resonates and connects, regardless of where or how it is consumed.
Core Web Vitals SEO Workshop - improve your performance [pdf]Peter Mead
Core Web Vitals to improve your website performance for better SEO results with CWV.
CWV Topics include:
- Understanding the latest Core Web Vitals including the significance of LCP, INP and CLS + their impact on SEO
- Optimisation techniques from our experts on how to improve your CWV on platforms like WordPress and WP Engine
- The impact of user experience and SEO
SEO as the Backbone of Digital MarketingFelipe Bazon
In this talk Felipe Bazon will share how him and his team at Hedgehog Digital share our journey of making C-Levels alike, specially CMOS realize that SEO is the backbone of digital marketing by showing how SEO can contribute to brand awareness, reputation and authority and above all how to use SEO to create more robust global marketing strategies.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
First Things First: Building and Effective Marketing Strategy
Too many companies (and marketers) jump straight into activation planning without formalizing a marketing strategy. It may seem tedious, but analyzing the mindset of your targeted audiences and identifying the messaging points most likely to resonate with them is time well spent. That process is also a great opportunity for marketers to collaborate with sales leaders and account managers on a galvanized go-to-market approach. I’ll walk you through the methods and tools we use with our clients to ensure campaign success.
Key Takeaways:
-Recognize the critical role of strategy in marketing
-Learn our approach for building an actionable, effective marketing strategy
-Receive templates and guides for developing a marketing strategy
The digital marketing industry is changing faster than ever and those who don’t adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
Digital Marketing Trends - Experts Insights on How
7 Steps to Smoother Channel Management
1. 7 STEPS TO SMOOTHER
CHANNEL MANAGEMENT
www.mindmatrix.net
2. 7 STEPS TO SMOOTHER
CHANNEL MANAGEMENT
1. Channel partner visibility
2. Guided sales process
3. Improved partner training & onboarding
4. Channel conflict management
5. Alignment of corporate marketing function with partner sales
6. Partner portal
7. MDF Fund management
7 Steps to smoother channel management 02
3. The channel sales model is
a great way to scale up your
business.
It is like having a widespread
salesforce without worrying about
the huge load of responsibilities
and cost that come along with
having an in-house sales team
that big.
The channel sales model comes with its own set of challenges.
Each channel partner is unique and so are their requirements, style of
working, strengths, and weaknesses.
For the relationship to work, it is essential that the vendor recognizes
the unique characteristics of each channel partner and works with them
to align their goals, priorities, processes, strengths and weaknesses
with that of the company.
03
The channel sales model
This whitepaper talks about the key elements that must
be in place for any channel sales model to operate
successfully
But, that doesn’t mean channel sales is easy
Channel
Partner
Visibility
Channel
conflicts
management
Guided
sales
process
MDF
fund
management
Improved partner
training &
onboarding
Partner
portal
Alignment of corporate
marketing function
with partner sales
7 Steps to smoother channel management
4. 04
1.
CHANNEL PARTNER VISIBILITY
One of the key challenges vendors
face with the channel sales model
is lack of channel partner visibility.
It is comparatively easy to keep
tabs on the in-house sales team
and their interactions with their
leads. However, most vendors
find that they have no clue what
they channel partners are up to.
Investing in a channel
management platform that offers
360-degree view of channel
partner activities can help resolve
visibility challenges by offering
vendors full visibility of channel
partner activities. Such tools
let vendors gauge how channel
partners interact with their
business and leads and offer
vendors a deeper realization
of their channel partner’s
commitment to their business.
Knowing what sales/
marketing campaigns your
channel partners engaged in
and their results
Being able to guage the
engagement level of your
channel partners based on
their interaction with your
brand
Being able to monitor every
interaction your channel
partner has with their leads
Are the channel partners
targeting the right kind of
leads?
How are your channel
partners following up with
their leads?
Are you being fair to your
channel partners?
Resolving visibility
challenges
Having 100% channel
partner visibility means...
Salesperson Channel Partner
7 Steps to smoother channel management
5. 05
The sales teams haveall
they need to survive in the
jungle
However, for channel partners
it is all about survival of the fittest
When companies hire salespeople
a lot of thought and effort
goes into their training and the
onboarding process. They are told
exactly what is expected of them
and given the support and tools
to achieve those goals. Examples
include having a marketing team
to support their collateral needs,
being provided with refresher
training, and market trend
updates.
Channel partners, on the other hand, are often left to fend for
themselves. At the time of recruitment they are provided with a short
induction session and are then saddled with a bunch of sales and
marketing materials, process documents and expected to become
revenue drivers for the company within a few weeks or months. End
result: Another failed channel relationship.
2.
GIVE YOUR CHANNEL PARTNERS
WHAT THEY REALLY NEED:
A GUIDED SALES PROCESS
Giving your channel partners
a guided sales process helps
them sell more effectively. A
channel sales playbook is the
foundation of the guided sales
process. Sales playbooks are a
systematic organization of all
marketing and sales assets and
data that your channel partners
will need to push your product/
service. Playbooks help your
channel partners wrestle the 3 big
gorillas of the sales jungle--the
what, when and how of prospect
communication.
What to say to a
prospect?
When to say it?
How to say it?
7 Steps to smoother channel management
6. 06
Companies today know that
recruiting the right partner is not
enough. In fact, most vendors
agree that this is just the first
step. What’s next? Equipping
channel partners with the training
they need to sell vendor products/
service successfully. However,
most onboarding programs fall
short of what’s expected and the
result is a fairly clueless channel
partner who is just going with the
flow, hoping they are doing it right
and the vendor hoping they get
the desired results.
For their partner training and onboarding program to be truly
successful, vendors need to:
Make sure your training and partner onboarding program spells out
the sales process clearly
Define the process flow for all types of leads and all steps in your
sales cycle
Make sure all the sales best practices are documented and made
available to your new channel partners during the onboarding
process and later on, for any refresher training.
Ensure your channel partners are not only given access to the
sales and marketing materials they need, but are also briefed on
how and when they are to be used
This is why most partner
onboarding programs fail
Designing a foolproof partner training &
onboarding program
3.
HERE’S A LITTLE BIT MORE ON
HOW YOU CAN ROCK YOUR PARTNER
ONBOARDING & TRAINING PROCESS
Automate partner certification
programs
Monitor partner engagement
and performance to identify and
coach channel partners who are
not meeting expectations
Set up a system that can send
reminders & updates to channel
partners about upcoming
training sessions or certification
requirements
All this can get a little
overwhelming and it
makes sense to invest in a
system that can help you
document and organize
your sales processes and
workflows
7 Steps to smoother channel management
7. 07
4.
ALIGNMENT OF CORPORATE MARKETING
FUNCTION WITH PARTNER SALES
Another challenge that the
channel sales model brings is a
lack of local marketing and sales
communication. For your sales
to truly take off at local levels,
you need great marketing and
sales campaigns, designed for
the local audience. You may be a
brand, but for the end consumer,
it is all about who they are buying
from. If you want your partners
to be able to sell your products/
services effectively, you need to
make them a part of your brand.
One of the reasons why channel
partners aren’t able to push
vendor products as effectively as
they’d like to is lack of support
from the corporate marketing
team. The vendor’s corporate
marketing team is too busy
Enabling channel partners
to create their own collateral
without damaging the
branding standards
Providing channel partners
mobile access to the latest
and most accurate versions
of sales and marketing
assets
Lower your channel partner’s dependence
on corporate marketing
Here’s a little bit on how you can lower your channel
partner’s dependence on corporate marketing
to offer individualized support
to each channel partner. As a
result, channel partners are not
in a position to sell the vendor’s
products/services as aggresively
as they’d like to.
Having a robust content
syndication system that
helps you leverage the
capabilities of your internal
marketing team while driving
leads for your channel
partners
Making it easy for them to
search and find the right
asset for use at the right time
7 Steps to smoother channel management
8. 08
5.
AVOIDING CHANNEL CONFLICTS
6.
MDF TRACKING
Channel partners look up to their
vendors to protect their interests.
Channel conflicts can strain your
channel relationships and cost
you valued channel partners. One
way to avoid channel conflicts is
by putting a solid deal registration
mechanism in place. This allows
vendors to control the flow of
leads to their channel partners
and with every lead needing the
Most vendors find it challenging
to keep track of MDF distributed
to multiple channel partners, for
multiple marketing needs. Sure,
you allocated the funds and even
gave them guidelines on how
they need to be used. But are your
You know you are not the only
vendor for your channel partners,
but you want to be their favorite.
If you want them to push
your products ahead of your
Hint:
Having a solid deal
registration mechanism
helps judge partner
performance objectively
because lead registration
numbers are key
indicators of channel
partner success.
Earning more brownie points with your channel partners
vendor’s approval, the chances
of two channel partners pursuing
the same lead drops to zero.
funds being utilized effectively?
Every vendor needs to know
which channels are spending
MDF and what they are spending
it on. Tracking the MDF usage
effectively ensures that you make
the most of your marketing funds.
competitor’s, then you need to
make it easy for them to sell your
products. Here are a few tips to
help you achieve that goal.
7 Steps to smoother channel management
9. 09
Give them full view of their
leads and lead activities
Help them explore and
take advantage of newer
marketing and sales
avenues like social media
Make it easier for them to
close by helping them stay
in touch with their leads
throughout the sales cycle
Provide access to tools and
mechanisms that help them
manage their leads better
Help them engage in
high-impact one-to-one
conversations with their
leads
Provide access to powerful
lead generation tools
7.
PARTNER PORTALS
As a vendor, you know the
importance of having channel
partners who share your
marketing and sales vision. But,
more often than not, you find it
challenging to pull them onto
the same page. Channel partner
portals are a great way to resolve
this challenge. Partner portals
make communication easy and
consistent.
To learn more about
partner portals, how they
can help strengthen your
channel relationships
by helping your channel
partners sell more, and to
understand the must-have
elements of an effective
partner portal, download
our whitepaper,
9 Must-Haves for an
Excellent Partner Portal
7 Steps to smoother channel management
10. Mindmatrix offers Channel & Sales Enablement software for direct and indirect sales
channels. Mindmatrix is the only provider of a Single Unified Platform that combines
PRM software, Direct Sales and Channel Enablement, Channel Marketing Software,
Marketing Automation software and Marketing Asset Management. Mindmatrix takes you
through every step in the sales process from lead to revenue, enabling your salespeople
and channel partners to sell more, faster.
2403 Sidney Street, Suite 150, Pittsburgh, PA 15203
Phone: 412-381-0230, Fax: 412-774-1992
www.mindmatirx.net