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Growth Strategy Articles

Distributor Marketing

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

Demand generation: it’s how you drum up interest in your products. Separate from lead generation, this strategy is intended to build awareness and dem...

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Distributor Marketing

Marketing Automation Basics for B2B Manufacturers

Marketing automation is using technology that manages your marketing processes, including multifunctional campaigns and multiple channels, in an autom...

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Distributor Marketing

Partner Relationship Management for B2B Manufacturers

To keep business afloat, you need to make sure your dealers and distributor partners are satisfied with your services. One of the easiest ways to main...

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Distributor Marketing

How to Battle Partner Churn and Achieve Sales Success

If you’ve lost a channel partner, you know partner churn is like the mean, older sibling of customer churn. Whether they left on their own, or you had...

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Distributor Marketing

5 Ways to Enhance Your Partner Marketing Program

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...

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Distributor Marketing

What is a PRM?

PRM or Partner Relationship Management is any combination of strategies, methodologies, software, or web applications that businesses using a distribu...

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Distributor Marketing

5 Steps for Launching Your First Channel Marketing Campaign

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...

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Distributor Marketing

How Manufacturers Can Help Drive More Channel Sales

As a manufacturer that sells exclusively or primarily through a channel network, it can often be challenging trying to drive new sales when you aren’t...

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Distributor Marketing | Channel Operations

6 Tips for Marketing Through a Channel of Distributors

The terms, “channel selling” or, “selling through a distribution channel” are essentially the same thing. It means the distributor doesn't sell a prod...

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