A distributor buys your product, holds inventory, and resells it to customers, taking ownership and margin in the process. A [...]
Published June 17, 2026Most channel programs underperform because companies invest in recruiting partners and then go quiet. A partner signs an agreement, receives [...]
Published June 17, 2026A B2B channel strategy is the documented plan for growing revenue through third parties who sell, install, or service your [...]
Published June 17, 2026Plan annually for direction and budget, then manage the plan in quarterly and monthly cycles. The annual view sets your [...]
Published June 16, 2026Use a small number of channels you can run well rather than every channel available. For most relationship-driven B2B companies, [...]
Published June 16, 2026Measure the metrics that connect to revenue: qualified pipeline created, influenced deals, win rate, and relationship quality in target accounts. [...]
Published June 16, 2026A B2B marketing plan accounts for long sales cycles, high deal values, and buying committees, so it weights trust-building and [...]
Published June 16, 2026A B2B marketing plan should include a clear definition of your best-fit customers, a map of how buyers move through [...]
Published June 16, 2026Measure success by revenue and relationship quality rather than by activity. Activity metrics like leads generated, emails sent, and impressions [...]
Published June 16, 2026
