CHANNEL MARKETING STRATEGY AND PLANNING
It is important to develop channel marketing programs that align with go-to-market planning activities, corporate strategy and corporate goals. Channel marketing leaders must align their annual plan with corporate focus areas and ensure they are in sync with overall corporate objectives for the fiscal year. It is important to align marketing enablement with distributors.
CHANNEL DEMAND CREATION
Channel leaders need to form demand creation strategies for channel partners that increase demand and accelerate conversions. This includes strategies around digital, account based marketing, customer experience, and pipeline acceleration that connect partners with buyers in a much more effective way. When they do this, it is a win for all. We see up an increase in new inbound leads and in new business pipeline from these efforts.
CHANNEL MARKETING FUNCTIONAL DESIGN AND DEVELOPMENT
Transforming channel marketing as a function to drive better performance and contribution and to develop the knowledge and skills within the organization is necessary for success. We can enable and empower partners more than ever and bring back the partner insights to the organization. This allows us to create a strong alignment in go-to-market strategies , resources and investment choices, which allows the organization to rise above the crowd and have a huge impact above and beyond their competitors