On Tap For Next Week:  eBroadcast & Online Seminar

Posted by Kellie Auman on Nov 30, 2017 9:30:00 AM

With all the exciting things going on this holiday season, we have a couple of events on tap for next week that we want you to pencil in.  The first, an educational eBroadcast hosted by Frost & Sullivan.  The second, an online seminar that we are hosting along side our partner, MarketSource.  Both events take place on Wednesdy, December 6th and we hope to you can participate!  Read below to get more details.

Topics: Channel Marketing Strategy, channel strategies, b2b, webinar

Larger Brands Are Blending Retail & Online-Only - Should You?

Posted by Kellie Auman on Nov 21, 2017 9:45:00 AM

If one word could characterize what’s happened to retail over the last couple decades, it's disruption. The age-old practice of selling goods out of physical retail stores has been challenged by the rise of “eTail”, online-only buying experiences.

Many talk about eTail “killing off” retail, but that’s not really the reality. eTail only makes up a small fraction of overall sales – around 10% – but what’s worrisome is its growth, and the effect it’s having on individual retailers. eTail is growing far more quickly than retail, and a large part of that growth is explicitly at the expense of retail.

Topics: PRM Best Practice, Channel Marketing Strategy

Keeping Leads On The Hook: How To Prevent Lost Sales

Posted by Kellie Auman on Nov 14, 2017 10:25:00 AM

When you’re tracking your sales partners’ performance, one of the most critical KPIs you can follow is the lead-conversion ratio. How many leads are actually turning into hard sales? That number is usually lower than a company would like -sometimes much lower- yet it can be hard to pin down why.

In our experience, all too often it’s not really the “fault” of the sales team. There are a lot of factors and ‘moving parts’ happening on the buyer’s side, which can interfere with or even totally derail a sale. Yet, by understanding what’s happening on the buyer’s end, it at least opens up the possibility of preserving some of those leads.

Topics: Channel Marketing Strategy, Marketing Materials, PRM solutions, kpi

Join Us For An Exciting eBroadcast!

Posted by Kellie Auman on Nov 9, 2017 11:00:00 AM

Account-based marketing, white papers, and events, oh my! With the seemingly unending plethora of initiatives B2B marketers can choose from, finalizing your 2018 strategy will take both research and creativity. If your brain is already in overdrive, fear not, we've done the groundwork for you! We searched high and low and gathered the 10 must have tactics for you to leverage in 2018 to propel your marketing organization towards success.

Join our VP of Sales & Marketing, Seth Jacobsen, and other leading marketers for an educational eBroadcast hosted by Frost & Sullivan - Top 10 B2B Marketing Must Haves for 2018.

Topics: Channel Marketing Strategy, channel strategies, b2b, webinar

Four Tips For Creating A Successful Webinar

Posted by Kellie Auman on Aug 29, 2017 12:15:00 PM

We don’t need to tell you that content marketing is a must for promoting your brand, both in terms of increasing awareness among buyers as well as attracting new sales partners. However, one particular form of content marketing is often overlooked despite its many attractive features: WEBINARS.

A webinar can be an amazing opportunity to help establish your company as a thought leader. It builds a sense of community within your ecosystem and gives buyers (or potential buyers) a direct connection to you and your sales partners. Of course, there is a certain risk\reward factor where hosting webinars is concerned. A bad webinar could damage your reputation. However, done properly, they can be amazing as outreach tools. 

Topics: Partner Collaboration, Channel Marketing Strategy, webinar, Brand promotion

The Top Five Wrong & Right KPIs Used By VPs Of Channel Sales

Posted by Seth Jacobsen on Aug 15, 2017 9:25:00 AM

Even the most sophisticated, global, multi-billion-dollar annual sales channel organizations make these same basic mistakes over-and-over again.  Why do they keep choosing the wrong KPIs (Key Performance Indicators) to select, measure, and track their partner’s performance? They do this because they are choosing the “obvious” metrics that, with little thought, appear to be the right ones to focus on.  Unfortunately, these decisions are costing channel organizations millions of dollars in missed growth opportunities and profitability.  Let’s start with the top five worst KPIs to select for your channel organization:

1) Choose the Largest Partners to Recruit: Select the largest partners based on overall revenue.

  • Metric: Focus on the partners with the most salespeople and largest revenue.
  • Why Wrong: The largest partners are also the hardest to gain their attention and commitment and may be less profitable on average vs. smaller partners.

Topics: PRM Best Practices, Partner Collaboration, Channel Marketing Strategy, kpi

Five Key Factors That Are Reshaping Content Marketing

Posted by Kellie Auman on Aug 10, 2017 12:30:00 PM

Content marketing may still be the most effective way of conducting online outreach – but it’s not easy.  In many ways, content market and SEO are more difficult than traditional marketing because of how quickly the landscape changes.  Shifts in buyer behavior to changes in technology can completely rewrite the rulebook at a moment’s notice. Today, we wanted to discuss some of the key changes that are happening, along with how you and your sales partners can build better content marketing together.

Topics: PRM Best Practices, Partner Collaboration, Channel Marketing Strategy, content marketing, thought leadership

Five Ways To Improve Your B2B Customer Engagement

Posted by Kellie Auman on Jul 27, 2017 12:10:00 PM

With ever-changing business environments, recalibrating your marketing and outreach methods are often required  to ensure you and your partners capitalize on new market opportunities.  If it’s been awhile since you’ve evaluated your outreach methods, it’s definitely time to talk strategy with your partners. Technology is rapidly shifting how B2B brands engage with their customers, and your ecosystem needs to be able to shift with the times to keep up.

In this space, new trends are popping up everywhere; listed here are five methods that our clients and partners use to increase their B2B customer engagement.

Topics: Partner Collaboration, Channel Marketing Strategy, customer service, Brand promotion

Your Starting Point on the Roadmap to Revenue Growth

Posted by Kellie Auman on Jun 27, 2017 10:50:00 AM

Effective partnerships can greatly impact any company’s success.  Recently we announced technology partnerships with companies like Sisense, DocuSign and Videonitch.  In addition to technology partners, we also have strategic partners that can align their best practices in channel management strategy to a Partner Relationship Management (PRM) solution for our shared customer base. 

Among our list of strategic partners is Consilium Global Business Advisors, a group dedicated to supporting B2B manufacturing companies. Consilium offers clients a variety of services, that are focused on anticipating and capitalizing on trends in order to achieve scalable, predictable, and profitable growth. Below, we outlined the basic steps of the Revenue Growth Program, and also point out where our PRM solution fits in.

Topics: Channel Partner Onboarding, Channel Marketing Strategy, indirect sales, channel sales, buyers journey, Buyer Trends

Addressing Marketing Disruptors Part 2 (Buyer Trends)

Posted by Kellie Auman on Jun 22, 2017 9:10:00 AM

Welcome to Part 2 of our blog series on marketing disruptors referenced in the 2017 Hubspot State of Inbound Marketing Report.  Today we’re going to focus on the changing human trends and how shifts in buyer preferences and procedures are creating new challenges for marketers.

Buyer behaviors are changing almost as fast as anyone can document them.  Keeping up with the trends is more important in marketing than ever before, particularly in an indirect sales organization where keeping partners on the same page is a necessity. Let's examine the biggest human behavior factors disrupting marketing strategies.

Topics: Channel Marketing Strategy, indirect sales, channel sales, buyers journey, Buyer Trends

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