Channel Marketing for Manufacturers and Distributors

For most manufacturers the channel is the growth itself rather than a supplement to it. Partners provide reach a manufacturer [...]

Measure partner-sourced revenue and pipeline by individual partner, registration-to-close rates, enablement adoption, partner engagement trends, and revenue concentration. Avoid activity [...]

A two-tier distribution model is one where the manufacturer sells to distributors, who then sell to dealers or end customers. [...]

Make your line the easiest and most profitable one in the partner's bag to sell. Be easy to do business [...]

Channel marketing is how a manufacturer generates demand and drives sales through third-party partners such as distributors, independent reps, dealers, [...]

The decisive difference is who owns the end relationship. In direct B2B marketing your own team owns the customer and [...]

To-partner marketing wins the partner's attention and share of mind through onboarding, training, incentives, and the case that your line [...]