When you communicate with your channel partners, do you talk to them or do you talk at them? Think of the end of the day announcements in grade school, for example, where the principal would come over the intercom and read off a list someone else wrote of upcoming events and information. Chances are you probably remember standing at the door of the classroom chatting with your friends, or being scolded by a teacher to sit down and listen. There’s also a chance that you missed out on some important information (like that picture day is tomorrow!) because you weren’t paying attention.
Have you ever bought something in bulk—maybe a gigantic tub of cheese puffs—thinking, “I can eat all these no problem,” only to throw out half of them because they got stale? Channel vendors are finding the same problem with their market development funding programs: around 50% of these funds are not used. When roughly $50 billion are put into MDF and co-op programs each year, that’s billions of dollars channel partners aren’t tapping into.