Channel Champion Blog

Automating the Joint Business Planning Process Part 3 in a 3-Part Series by Matt Beatty In the second post in this series (The Path to Channel Marketing Automation), I mentioned a couple of ways that joint marketing planners help both partners and vendors create successful campaigns, enabling them to create plans that align with mutually agreed-upon business goals, drive leads

The Path to Channel Marketing Automation Part 2 in a 3-Part Series by Matt Beatty At the end of my first post (Choosing the Right Partners) in this series, I mentioned that each step in a vendor’s relationship with a partner generates information that can lead to better ROI. CCI has organized those steps into the Partner Investment Lifecycle: The

Choosing the Right Partners Part 1 in a 3-Part Series by Matt Beatty A New Breed of Partners One of the biggest challenges facing channel marketing and channel sales professionals today is the emergence of new breeds of partners, from big to small. For decades, those partners who were your highest revenue earners last year could be relied on to

by Chris Becwar In case you missed the buzz, I’d like to point out some very interesting channel best practices events worth taking a look at… I’ve mentioned here before that the CCI team are unabashed fans of what PureChannelApps is doing to help leading tech players enable social marketing for their VARs with the SocialOnDemand platform. They’ve got an

I’ve said this before and I’ll say it again: Most channel programs fail because of poor execution—not because of poor design. Case in point, while attending the Channel Focus North America conference earlier this month in San Diego, I had the privilege of moderating two separate sessions on partner Joint Marketing Planning (JMP), and attending one other. Each session was jam

The adoption of Joint Marketing Planning (JMP) is on the rise with vendors today. And as stated in previous installments, the reasons are clear: JMP is the best way for vendors to assure GTM alignment with their partners, gain advance insight into your partners’ sales and marketing efforts, and to drive efficient/effective use of MDF allowances. OK, why then aren’t

A lack of ROI accountability is the #1 frustration for channel marketers who utilize MDF. This frustration keeps popping up in client engagements. When asked to elaborate, responses boil down to some combination of: 1. I don’t know if the funds are aligned with my objectives, or 2. It is difficult to tie MDF expenditures back to sales I’m here