News And Views

Personalization Makes Your B2B Loyalty Program Better

“Customer experience” is the name of today’s marketing game. Although the two have historically lived in different marketing universes, B2B and B2C industries now face customer bases with the same expectations. Just as in B2C, B2B customers want relevant, personalized, valuable information and experiences with your brand. One of the ways you can improve customer […]

7 Smart Ways to Use Channel Incentives in B2B Marketing

Channel incentives can be a great way to improve your B2B marketing and build better relationships with your most important sales channel customers. A channel incentives or distributor loyalty program that’s seamlessly executed, complements your business objectives and has a solid value proposition could be the thing that sets you apart from your competitors and […]

Stats on How to Forge Better B2B Relationships

Risk aversion and resistance to change When done correctly, the creation of a market collective…addresses a multitude of common problems that plague decision making within B2B companies, including: An overly intense focus on internal considerations or end users Reactive versus proactive strategic thinking To increase the value of your brand, you must move the market’s […]

How to Engage Your Most Important Sales Channel Partners

  There is no substitute for understanding and engaging the person who signs the contracts. —Sean Geehan As a sales channel manufacturer, distributor or dealer, “If only” probably runs through your head often. “If only I had access to my partners’ customer data,” perhaps, or “If only I could do more for my most valuable […]

The Art of Making Your Customers Happy

Think about the last time you purchased a product or service from a business and were genuinely happy.  In fact, you were so happy that you told someone else about your positive experience.  What was it about the transaction that made you so satisfied?  It most likely wasn’t just one thing, but a combination of […]

Studies on How Today’s Channel Partners Really Think

From Promotion to Emotion Channel Partner Marketing – Top 10 Best Practices Sourcing or selection IT related products or services has shifted. Studies show that up to 90% of technology products and professional services sourcing begin with or use a search engine. Historically channel partners tend to spend less time, effort, resources and investment in […]

Do You Really Know How Your Channel Partners Feel?

Business-to-business (B2B) marketing has traditionally been all about appealing to the buyer’s rational side and making them perceive brands as having strong business value. But a 2013 study conducted by the Corporate Executive Board (CEB) and Google showed that emotion plays a large role in how B2B customers perceive the brand value of their channel […]
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