Channel Marketing
Insights
A Tale of Two Benchmarks
Here’s a tale of two benchmarks, both SiriusDecisions customers. We recently benchmarked their marketing and sales budgets; both have annual revenue of less than $50 million, are primarily software vendors, and have similar average selling prices and sales cycles.
B2B Channel Strategy: Getting a Seat at the Product Marketing Table
As B2B organizations rush new products to market, failing to carefully plan a channel strategy is a common mistake. Often the biggest challenge with a new offering is forging a cross-functional alliance across the enterprise that includes channel interests earlier in the process.
Always a Bridesmaid, Never a Bride: B2B Channel Engagement
Our research reveals that most partner reps manage one or two key relationships and up to six minor partnerships – each vying for greater mindshare. How can a supplier command enough of a partner’s attention to obtain the coveted top spot?
2011 Planning: Issues to Consider for B2B Sales and Marketing
Well it’s that time of year again. Many of you will begin your annual planning for 2011 or are well on your way to creating your budgets. This is the time of year where we do many budget benchmarks to show you trends in marketing spend that are often used to support the changes you are looking for.