developing your channel with markit 4
TRANSCRIPT
Channel Development Vendor proposal
The Challenge...
Finding Incremental business Consistent solution messaging
Prospect Database development Lead to revenue tracking
Transparency of pipeline business Partner Engagement
Scheduled delivery of marketing Maximising co-op investment
Co-branding Brand loyalty and growth
The Opportunity....
• Tremendous scale to growth • Skills coverage • Reduced cost to market• Economies of marketing scale
• Maximising Co-op Spend
Where have we done this already?>>>
>>>EMC MDP Programme
• Co-branded lead generation for 5 partners per quarter– Consistent solution messaging and branding – Central resources for lead generation
• Markit 4 double funds from $25,000 to $50,000 each quarter – Programme offers $5,000 per reseller - Minimum impact– Markit 4 gain agreement for extra $5K from Distributors
• Programme generated 300 leads per quarter for EMC – 75 BANT Qualified ‘A’ or Appointments– Lead Pipeline managed and tracked by Markit 4
>>>Distributor Client
• Markit 4 approached to help with Campaigns– 12 Partner Campaigns per month at £2,000 each– Individual campaigns with new design for each
• We identified issue for Distributor– Huge impact on resources to deliver and track– Lack of co-op funds to deliver and no partner buy-in
• Markit 4 reduced from £72,000 to £24,000 per quarter– One campaign per partner staged over each quarter– Consistent messaging across all 12 partners
Results Driven Channels
Channel Management
• Commercial and Technology focus
• Solution-led approach to marketing
• Consistent message for all partners
• Lead generation and Management
• Accountable for delivery and results
Channel Development
• Results driven business • Partner Development focus • Experience and Relationships
• Well structured channel policies
• Certification Management
Integrated Channel Management
Automated CampaignsDetailed Lead DataBANT QualificationLead Scoring
