HomeResearch Articles Channel Account-Based Marketing: Small and Medium-Sized Business Accounts

Channel Account-Based Marketing: Small and Medium-Sized Business Accounts

  • Suppliers targeting accounts in the small and medium-sized business (SMB) tier should leverage partners with deep domain expertise that have credibility in select industries or segments
  • Suppliers should create marketing playbooks and provide industry/segment solution certification to enable partner success
  • To reach SMBs in specific industries and segments, suppliers should enable partners to lead account-based efforts
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