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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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?

MDF is an investment that you expect a return on. Be specific about the return you anticipate, then manage the use of those funds.

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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 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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