Demand Generation Blog

Most channel managers spend the majority of their time managing current partners.  The ability to seamlessly add partners to your channel eliminates costly overhead and can increase revenue dramatically.  There are many factors to take into account when on-boarding new channel partners.  You will want to ensure you are recruiting companies that fit the correct industry focus, geographical areas, selling capacity and customer base, amongst several other factors.  This can be a difficult, yet necessary task.  Having a structured step by step process that takes you all the way from identifying potential partners to on-boarding is the best way to ensure your company establishes profitable partnerships.

Given the on-going challenges faced by the Channel to implement longer-term marketing initiatives, partners need to continually develop their online presence, and social media provides an efficient and effective way to reach their clients and prospects.

While the “live touch” is still critical to moving a prospect through the sales pipeline, organizations are integrating outbound and inbound marketing tactics to

The continuing paradigm shift in the IT market shows steady movement towards a greater focus on the Channel — to increase sales, achieve increased market penetration and enhance brand recognition. More and more, large vendors are announcing their intent to bolster their Channel efforts and direction, recognizing the substantial growth that can be attained.