With 25+ years of best practice experience, we have a wealth of experience to share with you. In this section you will find resources to help you better understand and grow your channel programs. |
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| White Papers |
eBook: Improving ROI on Channel Investments through Joint Marketing Planning |
Creating Joint Marketing Plans between Marketers and their Channel Partners provides mutual benefits, including improved alignment of sales and marketing strategies, accurate and forecastable sales targets and business outcomes, and informed investment decisions. Planning processes, however, have historically been labor intensive and cumbersome, thereby limiting their use to large partners who warrant the investment in time and money. Automating Joint Marketing Planning streamlines the process, enabling its use for a broader partner base - resulting in greater ROI on channel spending and improved channel relationships overall.
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Financial Considerations for Global Channel Programs |
Deploying and sustaining a successful global channel program requires careful consideration, specifically with respect to financial elements. Challenges posed beyond financial controls, such as local, legal and change management requirements, must also be carefully evaluated to ensure your program objectives and goals will be achieved when expanding your channel sales and marketing program into the global arena.
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| eBook: Optimize Your Incentive Strategy Throughout the Demand Chain |
Marketers relying on indirect channels undertake unique challenges to capture partner mind share and maintain sales velocity throughout the demand chain. A comprehensive incentive strategy can help overcome these challenges. |
Measuring ROI From Your Co-op/ MDF Program |
This document covers best practices and trends that impact the program design, measurement and execution of your promotional allowance program. It should be noted that specific application of these practices will vary depending upon the product type promoted and the go-to-market strategy. Whether your company currently has a program or is planning one, the practices recommended here can be applied to help ensure optimal return on investment from your promotional allowance program.
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Leading Practices in Channel & Trade Promotion Programs |
Knowing how to develop, manage and measure channel and trade promotion programs that will endure changes in the economic and legal landscape and the scrutiny of “investors” can be challenging at times. The purpose of this white paper is to provide channel professionals with leading practices in channel and trade promotion programs that can ride out such challenges now and in the future.
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Best Practices for Deal and Opportunity Registration in Channel Marketing Programs |
Over the last few years, deal registration programs have evolved from simple mechanisms for providing additional margins to partners to closed loop systems that are designed to influence partner behavior that impacts key business objectives. Also, deal registration programs that were targeted primarily where the price point was high and the sales cycle was complex are now increasingly aimed at products that have lower price points and shorter sales cycles. In response to the changing landscape of channel programs, many companies have re-thought and re-launched their deal and opportunity management initiatives.
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