Even though the goals of marketing efforts are relatively static, the strategies in which channel marketers utilize are ever changing. In our current digital landscape, there are many savvy tools, tricks, and tips that are available to help make marketing through a channel easier and more cost effective. From understanding your target market to implementing through-channel marketing automation, these tips below will help you better understand how to use marketing development funds (MDF) more effectively so your indirect sales strategies become more successful.
Marketing in an indirect sales channel is no easy feat. The channel manager has little visibility to their end users, and they have to rely in part on their channel partners to effectively market their products in order to make sales. How do you as the channel manager supply your partners with what they need to succeed? Below, we’ve gathered some ways you can enhance your partner marketing program for smoother selling throughout the entire channel.
Insurance agencies today have some stiff competition. With customers turning to the internet and their neighbor's recommendations to conduct their research on insurance agencies, policies, and rates, the average person calling in for a quote is often much further along in the buying process than they were a few years ago. But as an agency, how do you ensure your agency is the one they are calling when they are ready to buy? With tens of thousands of insurance agencies out there to choose from today, how can yours set itself apart from the rest?
As we’ve mentioned, marketing within a channel of Value Added Resellers (VARS) can pose some challenges because of the sheer dynamic of the multi-step sales process. Often times, the VARs are selling multiple lines of products, so getting yours to stick out among your competition with both the VAR salespeople and the end-user can be quite the feat. However, many successful channel networks today are implementing marketing and sales strategies that are tremendously successful toward growing their revenue. And it all starts with the launch of a channel marketing campaign that addresses the needs of those involved.
The terms, “channel selling” or, “selling through a distribution channel” are essentially the same thing. It means the distributor doesn't sell a product direct to the consumer, but instead, through a channel of resellers. Marketing in this type of arrangement can often be a challenge because there's a need for an effective strategy that markets the product or service to both the reseller as well as the end user.
Channel Marketing: it’s a crazy and confusing world out there, isn’t it? Teams are frustrated because leads are shared among all partner sales teams, the prospects lists are managed and monitored in what seems like thousands of different CRM and PRM platforms, and there appears to be no way to effectively nurture leads to move them along the buyers journey. All these issues combined cause nothing but inconsistencies and frustrations.