A Brief Guide to Marketing to the IT Channel
IT Channel Marketing is a marketing strategy that focuses on working with intermediaries to reach end-users. The following is a guide to implementing IT Channel Marketing:
Identify target channels: Determine which channels (e.g. value-added resellers, system integrators, managed service providers, etc.) align best with your target audience and have the most potential for growth.
Establish a partner program: Develop a comprehensive partner program that incentivizes and rewards channel partners for driving sales and promoting your products/services.
Create channel-specific content: Develop content such as case studies, whitepapers, and presentations that are tailored specifically to the needs and interests of channel partners and their customers.
Offer sales and technical training: Provide channel partners with ongoing training and support to ensure they have the knowledge and skills they need to effectively sell and support your products/services.
Facilitate joint marketing efforts: Work closely with channel partners to plan and execute joint marketing campaigns, events, and webinars that drive awareness and interest in your products/services.
Provide lead generation support: Provide channel partners with the tools and resources they need to generate leads and close deals, such as lead generation programs, email campaigns, and targeted advertising.
Measure and analyze results: Regularly measure the success of your IT Channel Marketing efforts and analyze the results to determine what is working well and what can be improved.
By following these steps, you can effectively implement IT Channel Marketing and drive growth for your business through partnerships with intermediaries.