Did you know that the average B2B buyer consumes around 13 pieces of content before they interact with any salespeople? That’s thirteen chances to make or break a deal, thirteen times you need to impress, build trust and show your expertise. In the...
Lead / Demand Generation Insight
The Art of Building Relationships and Partnerships in Channel Sales
In 2001, during my time playing for DC United, I developed a morning ritual of grabbing coffee at Starbucks on my way to RFK Stadium in Washington DC. Little did I know that this daily routine would lead to a significant turning point in my career...
Why content is king in the indirect channel
You’ve probably heard the phrase ‘content is king’ thrown around a lot, but it’s more than just a cliché. Interestingly, Bill Gates originally coined the term in 1996 when he wrote an essay of the same name. In that essay, Gates predicted that...
The evolving role of the B2B sales team
We’ve spoken a lot lately about the channel’s resilience in these tough times. in fact, many partners are feeling optimistic about the coming year. However, research released this week provides some sobering statistics. The study by revenue...
What are the 3 biggest trends for channel marketers in 2023?
Channel marketers will face some unique circumstances in 2023. That’s according to the founders of Coterie Community, who weighed in on what will matter to marketers over the next 12 months. A dedicated forum for partner and channel marketers,...
Is social media the key for B2B companies to educate their buyers?
There was some research released this week that indicates that channel partners are conflicted on the topic of hybrid working. Seventy percent of UK partners find remote working beneficial: 40% for productivity, 30 percent for strategic thinking,...
How to generate net new leads in the channel.
What do 65% of businesses describe as their biggest marketing challenge? Generating traffic and leads (HubSpot). It’s no different in the channel, where we’re often asked to help vendors, distis and partners to build their pipeline and net new...
Vendors and their Partners – Worlds Apart
This is a story of two worlds and how they impact each other. Firstly welcome to Vendor’s world, where you eat, sleep and breathe your product. After all you have spent a lot of time perfecting and crafting it into technology solutions that make a...
Opportunity for partners to move on unhappy software customers
There was a potentially worrying take on software purchasing for the channel this week. A new survey has found that three-quarters of B2B software buyers are unhappy with service they have received – yet 77 percent admit to renewing their contracts...