Channel partners are in business to make money. That’s it. Yet all too often, companies try to target partners with a story designed for customers, mistakenly assuming that partners will inherently understand what is in it for them. What’s more, partners are inundated with content from every direction – making it hard to get your message through the noise.
We’ll help you profile and better understand your partners’ businesses, and develop channel messaging platforms designed to speak to the advantages you bring to partners and through partners. This includes leading with the “make money” story — where you fit in their business, how they can make money, and the ways you’ll help them. We’ll also help you arm partners to carry your message and story to their prospects and customers, effectively.
Our experience includes:
- Channel-base profiling that identified and measured high value, high potential, at risk and high volume segments within a base of over 70,000 partners
- Channel-targeted messaging platforms and story lines for the world’s leading brand of servers as well as the world’s leading security software company
- Marketing usage and requirements research that identified how, when and where marketing materials and programs are used, or not used, by partners
- Cloud services strategy and segmented messaging that articulated the core make-money opportunity to partners with targeted sub-stories to Sell, Manage, Deliver and Build cloud-based services
If you would like explore how we can help you better understand, quantify, target and message to and through your channel partners, please don’t hesitate to contact us.