Talk

Maximizing Your Channel

Enhance channel performance at VAR, MSP, DMR, and Distribution

Build Demand by Targeting, Activating and Consulting the RIGHT Partners

No longer can you afford to let just any random partner dip into a bucket of MDF and just hope to see a measurable return on your haphazard channel marketing investments. In the age of results-based marketing, it’s not about giving marketing support to ANY partner; it’s about giving it to the RIGHT partner.

MarketStar’s solution is constructed to seek out top partners and “recruit” them into the right types of marketing enablement programs. Our Partner Marketing Solution provides the direction, enablement and support necessary to get the most out of automated or highly customized marketing initiatives. Partners are provided with 1:1 consultation, digital and telephone communications, programmatic support and ongoing access to pipeline development resources, not just blank checks.

You set programmatic goals and create funding thresholds, and we work together to set campaign parameters for marketing campaigns. MarketStar’s white-glove solution develops insightful strategies, coordinates campaigns, enables partners with purposeful content, and makes recommendations on long-term program evolution.

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Game Changing Concepts for Engaging the Broad Channel

There are five critical success factors for you to consider as you try to maximize revenue through your broad “long tail” channel community.

The Citrix Solutions Advisor (CSA) team at MarketStar engages with mid-tier partners to enable them to sell more Citrix products and services to end users. Reps also manage execution of co-marketing strategies between partners and Citrix.

• MarketStar’s CSA team consistently exceeds their revenue goals, and is expected to drive more than $50 million in mid-tier partner revenue

MarketStar’s Sales Engineers created a program to manage marketing funds given to CenturyLink partners and clients; specifically to help them migrate to cloud service offerings.

• MarketStar’s new program has directly enabled CenturyLink to hit their cloud sales goals

How We Can Help

Be Proactive
35%
Decrease in partners

Partner loyalty can be difficult to obtain, but now with more competition going after a smaller pool, it is more important than ever. We proactively engage all your business partners from all across the channel to drive loyalty and sales.

Source: Channel Marketer Report

Value in Relationships
>50%
Of partners
receive special pricing

Pretty soon, your special pricing becomes your standard pricing, and you're losing money. We deploy a team of channel account managers to conduct business relevant conversations with partners, building relationships, and becoming critical consultants to driving partner profitability, so the value you drive goes way beyond discounts.

Source: PartnerPath & MarketStar

Integrated Communication
46%
Of channel marketers
want help with lead management, social marketing, and integrated campaigns

Provide an integrated field-, phone-, and digital-based team that uses a unique tier-based structure and intelligent coverage model to optimize the program by focusing on areas of greatest potential.

Source: Marketing Advocate