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Channel Marketing

Why Demand Generation Fails in Indirect Distribution Channels (And How to Prevent It)

By Kevin Dean | September 3, 2019
Demand generation: it’s how you drum up interest in your products. Separate from lead generation, this strategy is intended to build awareness and demonstrate the need for your product to create a buzz around it.

Channel Marketing

Marketing Automation Basics for B2B Manufacturers

By Kevin Dean | July 24, 2019
Marketing automation is using technology that manages your marketing processes, including multifunctional campaigns and multiple channels, in an automated fashion. But how does it work? Is it difficult to use? Let's take a look at some of the basics.

Channel Marketing

5 Steps for Launching Your First Channel Marketing Campaign

By Amy Post | August 3, 2018
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.

Channel Marketing

Overcoming the Many Challenges of Channel Marketing

By Amy Post | November 17, 2016
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.

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