Boost Channel Partner Marketing for Success in the Marketplace Channel partner networks are critical for business success. They play a significant role in helping you open doors to new business opportunities in a shorter time frame, at a lower cost, and with less risk than a merger or acquisition. Strong channel partner programs are built through the combination of mutually beneficial partnerships, local market insight, exceptional channel professionals, and a sustainable, long-term approach to training and sales support. Strategic channel partners are long-term business allies who rely on each other to position their products, services, and brand in the marketplace.
Success with the Right Channel Partner Identifying and selecting the right channel partner is vital to the success of your brand. There is no substitute for experienced channel professionals who, with an understanding of your firm and products, have insight and connections into your target markets. In order for channel marketing to improve the reach and volume of your sales, channel partners must have the required expertise and knowledge to evaluate and implement the best solutions and increase the marketing campaign ROI. Your partners must be equipped to reach prospects and customers with strategic, multi-channel marketing campaigns with accurate and timely content, integrated programs that build synergies, and tools to assess the results that reveal where and how to allocate resources.
How to Boost Channel Partner Marketing To boost the value of your channel partners, companies can implement effective channel partner programs. This can be done by providing channel partners with qualified, sales-ready leads. "Salesready leads" fit the vertical market profile with pre-identified and engaged contacts; these prospects have acknowledged the business pains and have access to a budget. This can increase your control over the early stages of the sales process and maintain sales momentum.
Proper integration of a few carefully selected partners into your channel program is likely to be profitable in the long run. The channel partner that you choose must use the best, most common business practices so that all kinds of companies can work with and benefit from one another. If channel partners focus on pre-screened and qualified prospects, sales efficiency will increase. With a powerful channel partner marketing program, you can greatly improve the sales efficiency of your team.
Invest in a solution that fulfills your business needs as well as the needs of your channel partners, bringing those practices to the entire process. There can be success in the marketplace when channel partners work together to help build target databases and qualified sales lead pipelines, particularly for firms with complex sales processes.
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Published on Apr 9, 2012
Channel partner networks are critical for business success. They play a significant role in helping you open doors to new business opportuni...