Even if you are the 800 pound gorilla in your market (think Microsoft, HP, Google), you need to get into your partners’ heads to maximize the potential of your channel. If you are not an 800 pound Gorilla, the stakes are much higher. You need to know what makes your partners tick? What pays their… Read more »
Companies across different industries – Technology, Consumer Products, Life Sciences, Automotive, etc. – are experiencing pain points in today’s rapidly evolving markets. During the recent Vistex VISTAS conference, I shared some of the challenges our clients face and revealed how Vistex helps them tackle their Go-to-Market (GTM) challenges. In this context Go-to-Market is defined as… Read more »
Promotional allowance programs (MDF, Co-op) can be one of the most effective tools in a channel marketer’s toolkit. However, they often also represent the largest expense in their channel marketing budget. This combination makes them a true high risk/high reward proposition requiring the right strategies to deliver successful programs.
If you’ve spent any time in corporate America you realize that The 80/20 rule can be applied to pretty much anything – candy consumption, crop yields, tenant complaints, software features – the list is endless. It should come as no surprise then that this “Pareto Principle” can also be applied to channels of distribution.
Companies are constantly reaching out to us for guidance on how to recruit the right partners for their channel. They have questions about finding their ideal partners, and how to identify what that partner looks like in the first place. With the rise of Cloud and recurring revenue models, the types of partners they need… Read more »
If you are like many of us here at Vistex, you got into marketing because you enjoy engaging in creative and collaborative processes to develop strategic marketing plans, and are thrilled by putting them into action to drive real results. Like many of us, you have also likely spent too much time in the last… Read more »