In this category, we examine and explain different approaches to marketing with channel partners as well as ways to optimize channel partner motivation, performance, and loyalty through incentive programs that seamlessly integrate into your business infrastructure.
We also cover areas of channel marketing such as:
Digital Co-op Advertising – Revolutionize your Co-op Program Year-after-year the use of digital advertising and the revenue generated from utilizing this form of advertising continue to grow. Many national brands have recognized the value of digital marketing by investing in digital for national exposure. However, on the local level, vendors and the sector of the market…Continue Reading
Local Digital Co-op Marketing Funds May Seem Uneconomical for a Vendor, but the Results Tell another Story Small businesses have always thrived on the patronage of their local customers. As a member of a community, small business owners see their community more than a canvas for cultivating a marketing scheme. Smaller business owners know…Continue Reading
How Channel Data Analytics Solutions Can Help Improve Operation, Performance, and ROI For vendors who sell products through their own sales department or networks of distributors and resellers, channel data analytics define and consolidate nearly all information guiding business decision making. Boosting sales performance in direct and indirect sales channel is complex. In many business…Continue Reading
Making Co-op Marketing Funds a Source of Revenue for Both Manufacturers and their Channel Partners In a study conducted by Borrell Associates, it was revealed that an estimated $70 billion was allocated to Co-op advertising programs in 2017 alone. Surprisingly, nearly half of these Co-op marketing funds were never used. Surveying 178 marketing companies that provide…Continue Reading
Best-of-Breed Capabilities to Consider when Evaluating a Co-Op Management Platform Nearly all vendors have Co-op marketing programs in place yet, more than half of them aren’t satisfied with the Co-op management platform they use. The basic reason for vendors’ disapproval is reported to be the “complexity” of their Co-op management platform. The nature of Co-op advertising programs…Continue Reading
Five Important Co-op Marketing Program Deadlines that Reseller, Distributor, or Retailer Need to Be Aware of in Order to Prevent Funds from Expiring In 2017, a study by Borrell Associates revealed that an estimated $70 billion cooperative advertising money (Co-op) was made available by vendors to their channel partners. Only half of this $70 billion was…Continue Reading
3 Costly Mistakes Marketers Make That Are Easily Avoidable Channel partner marketing is no walk in the park. It’s as unpredictable as an earthquake, and as complex as a Calculus exam—but nonetheless—a strategy no company survives without. Especially when you consider what today’s marketplace presents businesses with: An overloaded saturation of “look at me” content…Continue Reading
A performance-based MDF program is the backbone of a stable and healthy distribution sales channel. Performance-based MDF Program provides your company with the flexibility and workforce to reach end-customers in geographical locations and market segments that your cannot reach while validating their performance. There are endless to fuel your distributor’s demand generation workflow, but a…Continue Reading
As 2017 gains steam, the market development funds continue to adapt to digital. Vendors argue programs which feature MDF are in a world of flux, and partners–with limited digital marketing experience–struggle to execute these incentives The trickle effect of market development funds is affecting all parties, and vendors must recognize their value to partners not only…Continue Reading
Program Guides to Help Optimize your Market Development Funds Program Performance Efficiently and Effectively. In part 1 of this 2-part series on “Co-op MDF Strategies for a Better Partner Engagement,” we addressed the importance of removing complexity from your program guidelines. In particular, the best practice strategies to ensure a seamless request-approve-validate-reimburse cycle for partners.…Continue Reading
How to Create a Successful MDF Programs that Demonstrates your Interest in the Success of Channel Partners This 2-part series addresses the importance of removing brevity from your MDF program incentive. The goal of this article(s) is to demonstrate how to design a successful MDF programs that lead to higher program adoption, increased partner mindshare,…Continue Reading
Bring Definitive Validation Into The Importance Of Joint-Marketing Incentives. Money spent in the channel has never been under such scrutiny as it is today. Channel executives demand the expense of channel marketing investments and activity (Channel Co-op/MDF) to be well justified. Without tangible data that clearly defines the ROI-acquired during each marketing campaign, CEOs and…Continue Reading
Automated Co-op MDF Solution that Gives you the Opportunity to Use Funds that May Have Otherwise Expired Computer Market Research (CMR), a leading developer of web-based channel management solutions, has redesigned its Co-op MDF software to provide multi-vendor funds management for resellers and distributors. Co-op dollars and market development funds (MDF) are used in an indirect…Continue Reading
