Selling through a partner network is a great way for vendors to expand their market reach. Vendors will benefit from incremental revenue as channel partners know customers vendors do not know themselves. These channel partners also know their customers business and concerns; they know the decision makers and often have a good understanding of the [...]
Posts under ‘channel marketing’
Channel Marketing (MDF/Coop) Return on Investment
Recently I had several conversations with B2B manufacturers running MDF and Coop programmes for their channel partners about the return on investment of these marketing budgets. These programmes are almost mandatory for each manufacturer to have but at the same time these programmes are often a topic of complaints as well. Many marketeers however still [...]
Channel Marketing: The Era of Accountability
A positional paper on the topic of business development among members of the high tech sales channel including vendors, distributors, integrators, and Solution Providers by Tony Serino, President; Serino & Associates, LLC, a Channel Marketing Services Provider. This paper explores how IT vendors and channel companies can implement measurable and motivational joint marketing activities that [...]
