Drive Your Channel Productivity Globally

Lately there has been a lot of buzz about channel management automation, which comprises partner relationship management, channel marketing automation and channel sales management. However, since this is a relatively new area of business process automation, the definitions are not always clear to channel marketing professionals. In this article we will discuss briefly what channel marketing automation is all about and describe the many business benefits it can provide. Definitions Channel marketing automation focuses on automating two groups of activities for organizations selling via a channel network. The first group of activities is focused on “marketing to the partners” or what we call “to-partner marketing automation” and the second group of activities focuses on “marketing through the partner” or “through-partner marketing automation.” Let’s review briefly how each of these works. To-partner marketing automation – The goal for these activities is to recruit, engage and excite partners so that they are