Channel Marketing

You market to your channel partners to encourage them to sell your products and you market through your channel partners to equip them to sell more to their customers

What types of content do I need for my channel?

The two categories of content needed are generally referred to as "to-channel" and "thru-channel."

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What is a channel marketing strategy?

Having a documented marketing strategy will help your team stay on the same page.

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What is “Partner ABM” and how do I know it’s right for us?

Account-based marketing (ABM) “focuses on a few large and important accounts that hold the greatest promise of adding to your bottom……

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What are the benefits of having a documented marketing strategy?

Having a documented marketing strategy will help your team stay on the same page.

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Should I let my channel partner use my logo?

You should have your rules for use of logos and marks in your partner agreement and a publication readily available for them to consult.

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Should I give my channel partners MDF?

Utilizing Market Development Funds – also known as MDF – is a great way to pay for activities related to your channel.

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How often should I update my channel content? What’s the right amount?

Content is King for a good reason. Sharing insights with channel partners should not wait for your next partner conference or newsletter.

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How do I know my partners are using their MDF to drive more revenue?

Given that you expect ROI, you should be actively working with your partners to identify what they're doing with your investments.

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How do I get the best from my partner marketing?

First, never forget that your partners are businesses in their own right. They have their own brand guidelines, datasets, and strategy.

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How do I get our marketing team to help with partner marketing?

Many channel partners don't have marketing staff and often turn to outside agencies who might oversell them to increase fees.

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Can I control how my channel partners use MDF?

Unconditionally yes. You're an investor giving them capital to effectively promote sales of your products and their services.

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