The Industrial Marketing World Is About to Get Ugly - That's Good News

Posted by Ed Marsh on Jan 29, 2016 9:00:00 AM

What happens when trends are mutually reinforcing?

Three items this month all seemed to line up around the challenges and opportunity for industrial manufacturers.

Economic Environment

First, (and quickly) from the finance world.  John Mauldin recently featured Lacy Hunt in his Outside the Box article. (follow @JohnFMauldin) Industrial production has stalled and utilization is falling. That's aggravated by the fact that monetary policy has provided implicit insurance against risk in financial assets without corresponding insurance for investment in capital equipment and manufacturing. The misallocation of resources that's developed over the last several years likely can't be quickly or painlessly corrected - especially as the yield curve flattens and the dollar strengthens.


Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

The BIG Risks of Delegating Small Digital Marketing Tasks

Posted by Ed Marsh on Dec 18, 2015 11:10:00 AM

Imagine you got a call one day.  An invitation to address a plenary session of a trade associations largest annual gathering.  "You are so well respected in this industry, and have so many years of unique and valuable expertise, we would love for you to join us to share your insights."

Pretty exciting right?  You've earned it.  And the first thing you'll do when you hang up the phone is call one of the junior folks in your office and hand it to them.  Tell them to pick the topic, plan the key points and drop it into PowerPoint.  Right?  After all the key thing here is the presentation technology.  That's what will make or break this potentially significant speech and put your company on the national map.

What?  You'd want to pick the topic yourself?  First you'd research who would be in the audience?  Then you'd want to think about it for several days and make some notes?  Later you'd select a topic that you knew would resonate with attendees?  Oh, and then you'd call a couple folks to confirm your ideas before you start to work on an outline over several days or weeks? And only then draft your remarks?  Later edit them to capture the points that you know from your audience research will make your presentation really impactful or attendees?  And only then had it off to someone to prepare the PowerPoint.

Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

Sales Productivity Strategies for Emerging Growth Companies

Posted by Seth Jacobsen on Dec 16, 2015 10:30:00 AM

Everyone in the business world has heard this old maxim time and time again: work smarter, not harder. For growth-focused companies committed to a channel partner strategy (selling products or services through a network of independent dealers, VARs, and resellers), what does it mean to work smarter? It means using the right tools to communicate, educate, motivate and measure your channel sales performance. A Partner Relationship Management (PRM) system is a “smarter” solution because it integrates all those tools and best practices within a single framework with a single point of access for channel partners. This is the definition of working smarter, for you and your channel partners.

Topics: Build Your Channel, emerging growth sales

Cloud Computing, Due Diligence, Global Sales and More

Posted by Ed Marsh on Dec 4, 2015 3:30:00 PM

Everyone loves the cloud.  What's not to love.  No more server banks in the office; no more decisions on software upgrades (does it really offer enough to justify?) and annual maintenance contracts; access to centralized matter where or when you are; and no more fretting about how long you and your team will be shutdown when you apply the "simple update."

Cloud computing and SaaS have simplified many business IT considerations.  And for companies with global sales and virtual/remote teams the opportunity to collaborate across time zones and teams is incredible.

But there are risks lurking at the intersection of SaaS/cloud computing and global sales of which companies should be cognizant.

Topics: Channel Software, emerging growth sales, Increase Channel Sales, international expansion, global distribution

Wrapping up 2014: Best Practices for Ramping Up New Channel Partners

Posted by Seth Jacobsen on Dec 31, 2014 11:11:00 AM

We have written previous blog articles related to the importance of planning when building a successful channel partner program. Most of this work takes place as you determine what your ideal partner looks like and evaluate opportunities for new channel partners. Once those partners officially come on board, owever, you have a whole new set of challenges: How do you get them up to speed quickly on your products and processes to start making sales and earning revenue now?

Topics: prm, Scale Your Channel, partner relationship management, best practices, PRM Best Practice, lead management, Partner Collaboration, PRM in the cloud, channel management, emerging growth companies, emerging growth sales, Increase Channel Sales, Performance, marketing

Unlocking Channel Value with Partner Relationship Management

Posted by Seth Jacobsen on Dec 4, 2014 9:59:00 AM

If you're an executive with sales or marketing oversight you understand that your channel partners play an invaluable role in the sales process by representing your brand and acting on your behalf (often as the voice and face of your company). Under your sales direction, your channel partners establish strong customer relationships by listening to customer needs, offering personalized support and ultimately providing products essential to customer success. All too frequently however, channel partners are neglected and a lack of support in the tools, material, and communication they need prohibits their ability to service the customer as effectively as possible. Your business suffers along with theirs. Making matters worse, a variety of point solutions are often put in place to help meet a specific need, with the end result being too many disparate systems that only make doing business more difficult.

Topics: prm, partner relationship management, Partner Portal, PRM Best Practice, PRM in the cloud, channel management, emerging growth companies, emerging growth sales, Increase Channel Sales

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