Knocking Down the Ivory Tower

Company sales and marketing teams are required to annually produce more revenue with fewer resources. This is difficult enough when sales and marketing, both at the same place. However, the modern sales organizations can span the globe.

There is also a greater dependence on channel partners: resellers, distributors, agents or franchisees. Channel partners need to be very effective as well, but the corporate marketing team has little control over how aggressivereally are.

Channel partners who are aggressive, often pushing their own message. Corporate marketers can spend millions every year for the development of brands, messages and offers, the company's position correctly. However, it only takes a few minor bugs to destroy the mountains of the brand value.

Many companies decide to centralize lead generation and marketing - "Ivory Tower Marketing." The omniscient wizard back to the castle has all the shots in this area. TheyCreate and manage all lead generation programs centrally. The lines that are caught are plunged partner channel - are cast mainly in the ditch.

This is not an intentional act of betrayal of channel partners. Partners may already enough to kill dragons, or they may refer to products which have been found close to prices, rather than the latest silver bullet sent by the king.

Many companies deal with low follow-up rates with a combination of the rack and a whip. Theyto punish not follow up on the line by locking them somewhere moist. Of course, this is not a good way to warm between the partners to create - or drive to increase sales.

So what's the answer? Enlightened marketing organizations are knocking down the ivory tower. They are partners authorizing the creation of programs and materials to gain by integrating them into the hands of their partner, and then encourage them to market. This will ensure that the correct type / size of the leads areavailable if required.

In order for this approach, organizations need to start making it easy for partners, the materials and programs to. You still need to firm their brand, their message and their bids to protect, but they need to give partners the opportunity to personalize, if necessary. They must also make it easy to use Market Development Funds for these programs.

The good news is that it is available today that enable a company to Post your marketing materials and programs online. These tools often provide a browser-based interface, so that partners can access it anytime and from anywhere in the world. The tools are also graphically oriented to the ordering and tracking a snap.

The partner can browse a gallery of brochures, direct mail, email, products, logos and other marketing collateral, select the item that best meet their needs, personalize it, and then route them to the automated production and> Delivery. Nothing is required from the partner - well, that is, except to bring the medal home!

If the channel partner chooses to market development funds, which they can be spared frustrating tournament using the usual cycle of approval. This is approved by the publication of a selection of "Corporate" template from the collection performed. Partners then reduce the cost of pre-approved materials with their co-op funds.

Yes, sales and marketing teams are pushed harder than ever beforeprovide more revenue with smaller budgets. This pressure will not disappear - it will continue to grow. The good news is that thanks to modern channel marketing automation tools, it's never been easier, poor boiling oil on the armies of your goal. Marketing Automation Program conquered sales and channel partners spell.

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