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21-Vendor Channel Programs: Executive Summary
- 1. Cross-Vendor Partner Funding: Trends & Popular Practices Kris Fuehr, Channel Specialist Lori Stutsman, President Extra Mile Marketing, Inc.
- 2. Agenda The 360 o View 3 Vendor Program Personalities Vendor vs. Partner Perspectives 3 Best Practices 1 2 3 4 5 3 Trends
- 3. The 360 o View To partner Through partner With partner
- 5. Where are you spending on your program?
- 6. Investing on the Pyramid Trend: Gravity pulls investments to the top (especially during a leadership change) Tip: Commit to a “ SB via channel program ” budget line item. Depth Breadth
- 20. Extra Mile Marketing has worked with over 5,000 technology companies, and can create customized marketing collateral to accelerate demand generation among existing and new customers. We’ll help jumpstart a new campaign or nurture current marketing practices with tools like: If you’re interested, contact Lauren Jansson at [email_address] or (425) 746-1572. www.ExtraMileMarketing.com
- 21. Questions?
- 23. Ways partners are trimming budgets Partners moving to: How vendors can help: Social networking, Associations and networks Vendor involvement in existing communities like LinkedIn and your associations: Make better use of SEO Provide SEO insights, metrics and SEO services at vendor negotiated rates. Offer keyword buys as incentives to managed partners Local events Consider Partner Pavilions and “Event-in-a-box” Print in smaller quantities Provide templates in Word or other non-agency format Utilizing templates from vendors Provide flexibility, even offer “ala carte” images, messages and page layouts for partner to assemble Referral marketing Help partners network through association to your company
Editor's Notes
- Who are we We‘re a neutral party and we‘re exposed to both partners and vendors... (We work with vendors on their partner programs but we also work directly with partners (consulting/training). So, we understand your job and the things that your partners tell you they need (“more leads“) and the realities of what you‘re dealing with („being fair and equitable“) and we found ourselves crossing paths with many HTG partners over the years. Arlin suggested that we be the ones to simplify a batch of your offerings so that his members could see the opptys more clearly. The report : So we called each of you (you may have spoken to Mike, Angie or me) and between our short conversations, tried to paint a picture of priorities and activities in your programs. From those, we have written up summaries that will be given to HTG partners only on a secured site. Additionally, we‘ve created an executive summary report and this presentation which leaves out specifics of any one vendor but it does highlight the takeaways. Your confidentiality: We will share trends and generalized practices, but we won‘t disclose specifics about each other‘s programs Meet & Greet: Does anyone know one another? Have you done work together before? Let‘s do an intro... Example of Bruce Stuart‘s Channel Training – HP, IBM, Red Hat, Sun, Cisco...