Articles
/ SmartBug MediaAh, the funnel. For marketers, the funnel represents a process that, hopefully, results in a torrent of customers. The concept of a marketing funnel relies on attracting and securing a whole bunch of leads. Many will drop off along the way, but the...
Marketing Development Funds (MDFs) are the dollars companies put towards their channel partners to help them produce meaningful results. Channel-centric companies usually use MDFs for: Conferences and tradeshows Advertising and increased web presence Direct mail or...
What is PRM?Partner relationship management (PRM) is the platform used to automate the channel partner lifecycle. Channel Account Managers must account for onboarding, training, co-branding materials, content management, deal registration, performance analysis,...
The trend towards insights-driven marketing has empowered businesses to make bold, nontraditional choices to reach their target audiences. For example, SMS marketing solutions aren’t what you’d typically consider when selling to businesses rather than individual...
B2B Brand Awareness TacticsToday, the world of marketing is obsessed with metrics and conversion rates. Due to the increased demand for measurable results, brand awareness often gets overlooked. While it is more difficult to measure brand awareness tangibly, it's...
Partner recruitment will continuously occur throughout the life of your channel program, so it’s essential to learn best practices and understand common pitfalls. In this article, we’ll review our idea of the most widely used channel partner recruitment principles: ...
Over the last several years sales leaders have become increasingly interested in how to make their sales process frictionless. A process where obstacles are removed to provide a simple, painless buying experience for their customers. Using this method to refine your...
An Interview with Sean Grundy, Co-Founder, and CEO of Boston-based Start-up Bevi.1. Let's start from the beginning. As the co-founder and CEO of Bevi, when did you first know you were going to sell through the channel? Once you decided the partner route was right for...
Channel partner incentive programs, or SPIFFs, are contests that accelerate sales performance. Although SPIFFs are short-term incentives, they ultimately help achieve long term revenue goals and business growth. However, SPIFFs are an investment and should be...