Category: Americas

Why Demand Generation Fails in Indirect Distribution Channels (And How to Prevent It)

On October 14, 2019

Why Demand Generation Fails in Indirect Distribution Channels (And How to Prevent It) Demand generation: it’s the focus of targeted marketing to drive awareness to your products and services. People who sell indirectly through a network of partners use demand generation strategies to create a buzz in their partner programs – it’s all about

How Marketing Automation Features Improves Sales Performance and Boosts Business Growth

On October 9, 2019

Many sales reps have their doubts about CRM (customer relationship management) software, in fact they probably hate it. The uncertainty of whether it will help generate revenue arises. But in return, failing to use CRM with marketing automation results in superb opportunities that ultimately fall through the cracks. Sales reps want to focus on one

How to Solve 3 Common Channel Partner Marketing Challenges

On October 2, 2019

Channel marketing grants you the ability to expand your sales force by creating campaigns that can be tracked, measured, and optimized. As with all marketing, you are bound to run into obstacles. Here are 3 common Channel Partner Marketing Challenges that can arise and how Gorilla can help solve them. Challenge 1: Channel partners

How to Maximize the ROI of Funded Heads in the Channel

On April 23, 2019

One of the least transparent and arguably inefficient aspects of any channel program is the hiring of a “funded head” within, for example, a distributor or top tier channel partner that is ostensibly charged with the task of advancing the interests of an IT vendor. The cost of that funded head is usually buried somewhere

Faster Rates of IT Change Require New Approaches to Partner Engagement

On March 5, 2019

As little as two years ago strategic planning with the typical channel partner involved maybe one or two meetings a year. An IT vendor would share their product rollout plans with key partners. Channel chiefs and the executive leadership of the channel partner would then commit to a sales goal based on the slice of

Building a Farm System in the Channel Creates Dynasties

On February 12, 2019

Sports dynasties don’t come about by accident. General managers are constantly evaluating and recruiting talent with an eye towards not just filling holes in their existing lineups, but also building the nucleus around which their next great team will be built. Regardless of the sport, franchises that focus on talent have consistently demonstrated the ability

On August 31, 2016

At the turn of the millennium, there were early murmurs on the potential power of developing partner ecosystems as a shiny silver bullet channel strategy. The premise was that by creating multi partner selling teams involving solution providers, integrators, consultants and ISVs, one would be able to better serve the very specific vertical needs of

On June 27, 2016

When it comes to supporting channel partners, one size does not fit all. Many channel partners don’t have the time, skills, in-house resources and management bandwidth to create effective marketing materials and campaigns. At the same time, they are not efficiently using vendor programs or spending all their available co-op funds. To successfully represent your

On June 15, 2016

Recruiting and motivating the right channel partners is critical to running a successful channel program. No channel wheel will be oiled enough if partner recruitment and enablement is not given the necessary time and dedication. Are you aware of the key channel challenges you face? Selecting the right partners is usually one of the top

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