Channel Marketer Report

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Channel Thought Leaders Share Predictions For 2013

The channel universe is evolving at a rapid pace. In an effort to hone in on key trends and expectations for 2013, we decided to ask some key executives from leading agencies, consultancies, and even solution provider companies to share their insights on channel sales and marketing trends. Each executive has a breadth of experience working […]

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Channel Marketer Report Reveals Top 12 Articles Of 2012

With its first official year coming to a close, Channel Marketer Report (CMR) has covered a variety of topics that impact vendors/OEMs, VARs, distributors, ISVs and system integrators every day. Honing in on sales and marketing best practices, the top 12 articles of 2012 discuss everything from MDF and incentives, to social media, PRM and […]

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The Keys To Creating An Optimal Partner Training Plan

A key hurdle for vendors striving to better enable partners to improve sales and marketing efforts is determining where to spend resources and which partners to target first, according to Heather K. Margolis, President of Channel Maven Consulting. “The more strategic organizations are in determining which partners to target and where to spend resources, the […]

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Partner Enablement Comes Into Focus

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 […]

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New Report Spotlights Leaders In Marketing Automation, CRM & PRM

Channel Marketer Report has released its newest report, titled: The Channel Guide To Marketing Automation, PRM & CRM. This comprehensive guide will provide a snapshot of leading solution providers in CRM, PRM and marketing automation, as well as specific features and capabilities that address the unique needs of channel organizations — both vendors and partners.

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Growing Need For Lead Nurturing Among Channel-Focused Organizations

Because today’s B2B buyers are taking more time to research and educate themselves before engaging with a sales representative, lead nurturing is becoming a bigger priority for organizations with complex sales cycles. Highlighting the need for nurturing among channel marketers, recent research from MarketingSherpa found 79% of all marketing leads never convert into sales. “The […]

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Distributors Playing A More Pivotal Role In Channel Operations

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 […]

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The Convergence Of CRM, PRM And Marketing Automation Presents New Opportunity For Channel Sales And Marketing Alignment

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 […]

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Sales And Marketing Alignment Proving To Be A Tall Challenge For Channel Organizations And Partners

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 […]

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Channel Leaders Stress Need To Change Messaging To Tap Into Tipping Point Of Mobile Solutions

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 […]

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