Channel Enablement: 3 Channel Marketing Concierge Services that add value to your channel partners

Channel marketing concierge services, as a part of channel enablement help vendors offer better support to channel partners by ensuring that channel partners get the support they need to sell vendor’s products/services, just when they need it--even if the vendors are too busy to offer it to them personally. This week we talk about 3 kinds of Channel Marketing Concierge Services that you can offer to add value to your channel partners.

Partner marketing and sales enablement

This involves making partner marketing and sales enablement software tools, such as partner portals, email marketing tools, or lead prospecting tools, available to your channel partners and providing them support for using those tools. Partner marketing and sales enablement tools help

• Channel partners target the right leads at the right time
• Simplify their job by automating processes such as lead registration
• Channel partners feel more connected with your brand through interfaces like a partner portal

By investing in partner marketing and sales enablement tools, you send the message that you truly care for their success..

Campaign/platform setup

Perhaps you have provided your channel partners access to a sales and marketing automation platform or a partner portal that lets them run marketing and sales campaigns. But, have you left them to figure out the platform/portal themselves? As discussed before, your channel partners have far too much going on to bother to learn to use your portal or marketing tool and put it to use. You can offer marketing concierge services that cover sales and marketing campaign/platform setup, so your channel partners don’t have to worry about the details. Examples include creating a complete partner profile in the system, setting up marketing and sales campaigns for channel partners, etc,.

Channel fund planning and management

As a vendor, you invest a lot in MDF programs hoping to offer your channel partners the right marketing support. However, MDF programs are often underutilized and misunderstood by many partners. Your channel partners need more education on the benefits of MDF for their business. A channel marketing concierge team can help your channel partners understand the benefits of using MDF and assist them in planning and managing their quota of MDF better. A MDF consultant can work with your channel partners on a regular basis discussing the availability of MDF and optimal ways of its utilization.

These channel marketing concierge services ensure that the channel partners actually use the marketing tools and resources (financial or otherwise) made available to them by the vendor and also help channel partners derive maximum benefits from your channel enablement platform.