ChannelVision Magazine

all over the country, so a local ‘lunch and learn’ isn’t relevant for us. Yet lunches and mixers are the only form of marketing revenue support we’re being offered from some of our more tra- ditional vendors. “Instead, we’re interest- ed in marketing programs that support our model,” Peterson added. “We’re also not just looking to re- ceive leads. We’re looking for marketing/sales support in the form of prospecting, content and funding. The vendors that are getting our attention are bringing marketing programs to the table that are creative and proven.” We asked Peterson if there were any deal breakers that vendors ab- solutely must be offering today. “Our best results have been driven by vendors with a clear channel-friendly game plan,” Peterson said. “This includes a model that allows for integration of direct and non-direct sales re- sources to team if there is a viable business case. If vendors are ask- ing for our commitment in terms of quotas, we’d like their commit- ment that they don’t sell around us to our clients.” Sandler pointed to the fact that members need to feel they are a part of a true partnership, and one that is built on respect and value. “Partners want services that work and deliver clear value, which means a stable company backing a clearly de- fined product offering,” he said. “On the channel support front, partners need lots of training access (in-person or online), an engaged channel manager, fast and reliable response times and, if the provider/ vendor has a direct salesforce, to be pitted on an even-playing field with direct sales and marketing teams. Fair agreements with commission protec- tions for the life of the customer are very important, as well.” As Curran added, it’s also impor- tant for partners to understand that they have a level of protection in place. channel management Massive Jump in loT + Car Net-Adds Source: Chetan Sharma Consulting Source: Canalys Complexity High on Complaints About Programs Source: Canalys What are your biggest complaints about partner programs? Select your top three, starting with your highest ranking choice, to your lowest ranking choice. Vendors keep changing their programs/lack of consistency Achieving certifications and specializations is too complex Too many partners in the program Discount/rebate programs are too complex Too much administration (forms, etc) 16% 15% 14% 11% 10% Q1 14 Q2 14 Q3 14 Q4 14 loT+Car US Netad s Phone+Tablet Q2 15 Q1 15 Q3 15 Q4 15 Q1 16 Q2 16 Q3 16 Q4 16 Q1 17 Q2 17 Q3 17 Q4 17 Q1 18 800,000 S on- We ar We Acquire leads, drive visitors to your sites and social media, convert buyers with ChannelVision’s email marketing platform. Performance stats are available. P LUS B RONZE S ILVER G OLD P LATINUM ADDITIONAL BEKA SERVICES CHANNEL VISION EMAIL BLAST WITH PROVEN 33,000+ ROI RATES 3 Blasts $700ea $2,100 6 Blasts $500ea $3,000 12 Blasts $350ea $4,200 24 Blasts $300ea $7,200 52 Blasts $225ea $11,700 P LUS P LATINUM G OLD S ILVER B RONZE channelvision@bekapublishing.com 480-503-0770 Flip Book & Digital > ChannelVision Magazine / Print, > Webinars > Lead Gen > Blogs / Content Writing > Company Profiles / Q&A > Sponsorships: Newsletters, Playbooks & Digital Books > CVx Shows > VSA Awards > Online Banners > White Papers > Show Dailies & Show Guides (WISPA & INCOMPAS) > CV-TV Channel Vision | September - October, 2018 60