An underlying predicament for the majority of vendors and manufacturers today is the 80/20 rule: 20% of a typical partner base generates 80% of total indirect channel revenue. Furthermore, findings from Channel Enablers have reaffirmed that while approximately half of partners produce about 20% of revenue, the rest of an average organization’s partner base doesn’t […]
By Dale Taormino, Senior Director, Marketing and Strategic Alliances, CCI Editor’s note: As part of a special arrangement, Channel Marketer Report is publishing a recent article from CCI’s Channel Champion Blog. We talk to organizations daily about their promotional allowance programs (MDF, JMF, co-op, etc). In the past several years we’ve certainly seen a decline in the number […]
The Problem: Manufacturers and vendors rely on partners to help them achieve national and global sales goals by increasing brand awareness on a more local level. Because buyers today are seeking more relevant content and solutions based on their unique wants and needs, it is imperative that vendors provide the best resources to partners relevant […]
Organizations that integrate their marketing automation with CRM systems can reap a number of benefits, including an improvement lead generation strategies, campaign ROI and overall sales results. A recent study from Lenskold Group and The Pedowitz Group, reaffirmed that companies using integrated marketing automation are more likely to outgrow their competitors. Furthermore, 66% of respondents […]
Suppliers are beginning to turn to distributors more frequently in an effort to increase brand awareness, market penetration and overall relationships with end-users. During her session at the 2012 SiriusDecisions Summit, Maria Chien, Research Analyst for Channel Management Strategies at SiriusDecisions, spotlighted how suppliers can use distributors to drive communication and engagement among partners, prospects […]
B2B organizations are furthering sales and marketing success by aligning their CRM databases with marketing automation to ensure more effective lead nurturing and optimal sales results. The promise of these more efficient business processes has caused a surge in marketing automation adoption. Benchmark research from SiriusDecisions indicates that while 18% of B2B organizations utilize a […]
More buyers are utilizing search engines, social media and other research strategies to learn about solutions. Due to these behaviors, manufacturers must work harder to ensure their partners have the most effective collateral and marketing resources to go to market. Asigra, a provider of enterprise cloud backup, recovery and restore software, recently unveiled multiple enhancements […]
Sales and marketing alignment has been an ongoing struggle for B2B organizations. With the hope of creating better collaboration and shared intelligence between Sales and Marketing teams, many organizations have deployed new tools and tactics to build a shared approach to revenue generation. Alignment has proven even more complex for organizations that operate in the […]
Act-On Software, a marketing automation company that focuses on large enterprises and mid-sized organizations, has announced the inception of the Act-On Partner Exchange (APEX), which was developed to connect its growing customer base to its array of business partners. The new offering will act as a resource for Act On’s 1,000-plus customers seeking new products […]
Mobile has been a hot topic within customer-facing verticals such as retail, restaurant and hospitality for more than two years now. Mobile point of sale (mPOS) in particular has generated tremendous buzz within these markets, as technology and service providers strive to keep pace with new consumer trends and develop optimal solutions for end-users. In […]