Channel Partner Marketing

 
 

Overview

Blackstone & Cullen is celebrating its 20th year of helping our clients maximize their channel partner go-to-market investment. Having worked across a number of industry verticals, we are able to bring the through leadership to our clients. Our teams have worked with clients with channel partners ranging from a few hundred U.S. partners to over 400,000 global partners. Our consultants can help you build or enhance your current Channel Partner Marketing Program, advise on the proper Analytics, and help develop a Continual Improvement process.

The Program

Channel Partner Go-To-Market Program Development

  • Building the Channel Partner Business Model Offering
  • Recruit the Appropriate Global Partners
  • Successfully Train Partners on Technology
  • Develop and Deliver and Optimized Go-To-Market Strategy Program for the Channel Partners
  • Develop Lead Generation, Allocation, Tracking, and Management Programs
  • Track Go-To-Market Program Success Create and Deliver Global Channel Partner Scorecards

The Analytics

Measuring Thru Channel Partner Marketing Effectiveness

  • Link Channel Partner Sales and Marketing Pipeline to Corporate Sales Pipeline
  • Measure Sales and Marketing Pipeline Velocity
  • Allocate Leads to Channel Partners Based on Pipeline Velocity
  • Deliver Customer Satisfaction Metrics to Channel Partner Effectiveness
  • Create and Deliver Global Channel Partner Effectiveness Scorecards

Continual Improvement

Channel Partner Benchmarking Drives Revenue

  • Create and Deliver a Mechanism for Comparing any Partner to a Comparable "Top 5" Demographic Average
  • Create the Conversation the Partner Account Manager has with the Partner
  • Link Analytics of Partner Success to Partner Portal Activities
  • Build and Deliver a Channel Partner Go-To-Market Scorecard
  • Quantitative and Qualitative Surveys and Interviews
  • Measure Return on Marketing Investment or SPIF $
channel partner marketing.

Channel Marketing ROI

Measuring channel partner marketing effectiveness enables the channel manager to recruit better channel partners, manage and refer leads more effectively, and maximize channel marketing ROI. With channel sales analytics on hand, the channel manager always has the facts on where to invest next in the channel marketing program.

Experience and Tools

Blackstone & Cullen has the experience, tools, and focus on measuring and maximizing through-channel partner marketing effectiveness, from end to end. Where competitors offer small components like portals, analytical tools, or scorecards, BAC offers a complete understanding of the end-to-end vision needed to help you measure and improve your channel marketing program.