January 28, 2016
Congratulations! You have a strong partner channel in place. But now that the ink is dry on the agreements, how do you ensure your partners will be successful? How do you stay top of mind with them? As one of the direct links to your target prospects, partners are a crucial part of your team. Helping them to be effective is an important piece of the marketing strategy.
Your partners have their own marketing departments, but they are most likely focused on corporate campaigns and programs and don’t have many leftover cycles. You need to develop a marketing strategy for them and put all of the pieces in place for success.
Make sure you actively market to the partner sales teams to ensure they have all of the information they need to confidently sell your products. Equally important – make sure they are motivated to do so. Your best bet is to get your arsenal of collateral and assets directly into their hands and reach out regularly with updates. Here are a few ways to hold their interest and get them up to speed quickly on your products:
Now that you have the sales team’s attention, you need to make it easy for them to sell your products by warming up their prospects. Develop strong marketing campaigns that will help get them in the door. The easier you make it for them, the more likely they are to focus on your products.
Ultimately, the goal is to help your channel close more deals quickly. Giving the channel all of the marketing support they need will help make it a productive relationship for everyone. For more information on how you can develop marketing campaigns that support your channel partners, send us an email at firstname.lastname@example.org.