B-to-B Sales and Marketing Haikus: Channel Management
March 21, 2013 | By Jonathan Block
Here’s another installment of haikus dedicated to b-to-b sales and marketing. This edition addresses channel management and partner productivity.
Get TRED in your head
our model for optimal
channel performance
Thorough onboarding
shapes partner development
maintains momentum
Build a new front door
consolidated portals
drive more partner use
Survey and streamline
to know existing partners
qualify new ones
Partner-led demand
take a prescriptive approach
for program success
Jonathan Block
Jonathan Block is Vice President and Practice Director, Technology, at SiriusDecisions. He has developed key models and frameworks that enable b-to-b organizations to understand, evaluate and implement appropriate marketing and sales technologies, as well as advised executive clients on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.