Channel marketing firm, Outsource, appoints Kit Craig to lead channel consulting and training practice

Sydney – June 16, 2016: Local B2B IT channel marketing agency, Outsource, has appointed former Australian and New Zealand IBM Software Marketing Manager, Kit Craig, to the role of Channel Consulting Director.

This appointment expands Outsource’s marketing and lead generation solutions to include consulting and training for vendors and partners.

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CompTIA: uniting the channel’s team of rivals in Australia and New Zealand

CompTIA, the information technology (IT) industry association, hosted its first Australia and New Zealand Community meeting in Sydney on 18 August 2015, bringing together more than 90 local IT industry stakeholders to talk about, among other things, what challenges the local channel faces and how to overcome them.

The attendees represented a mix of resellers, solution providers, vendors, and channel associates based in Australia and New Zealand.

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The lament of the drowning channel marketing manager

Outsource Blog: The lament of the drowning channel marketing manager

When we meet with vendor channel marketing managers who are responsible for MDF or COOP funds three common themes emerge:

1. Partners don’t apply for funds.
Partners don’t apply for the marketing funds they’ve accrued, or they’re entitled to. Prodding from CAMs, content-rich portals and ‘do-it-yourself’ campaigns-in-a-box make little difference.

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Activate your channel with better partner relationship management

Many vendors focus on partner recruitment and pipeline building to establish themselves in a new market or accelerate growth. However, this can create a gap when it comes to effective partner relationship management (PRM).

Small channel sales teams can quickly become overwhelmed by manual PRM processes once a channel network starts to grow. As the number of partners in your channel expands, there is an exponential demand on your channel resources. Requests for marketing support, sales information, market development funds (MDF) and ad hoc requests scale beyond the daily capacity of most channel teams.

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Why you should avoid using your corporate email system for marketing and client communications

There’s plenty of evidence that email can be a highly effective channel for promoting products and services and regularly communicating with prospects and clients.

However, many organisations do not have access to professional-grade email marketing tools or CRM-based email tools, so marketers rely on standard, corporate, in-house email systems. While this is a convenient option it can create problems when it comes to getting messages to an audience effectively:

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Why resellers don’t use vendor marketing funds – inside the last mile mystery

When I speak to vendor channel marketing managers a common theme typically comes up.  It’s the fact that many resellers don’t apply for their eligible MDF.

Usually the same conversation comes up. “Partner X has accrued marketing funds, or is eligible for marketing support, but we just can’t get them to apply.”

This issue is often accompanied by additional concerns.

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Five tips for designing marketing materials

Marketers are spoilt for choice when it comes to communication channels. Traditional channels have now been supplemented by digital options. Smartphone use has also radically increased – changing the user experience.

Whatever your chosen channel, good design principles remain unchanged.

The old adage ‘less is more’ is a cliché but in many respects it applies to good design. An over designed piece of collateral often distracts your audience from your message. There is little value in impressing with your design skills if your call to action goes unnoticed.

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Secrets to channel success: Understanding the critical success factors of high performance channels

If you sell via the channel then you know how difficult it can be to find, build, manage, motivate and maintain your reseller base.

That’s why Outsource has partnered with channel consulting and training firm, Channel Dynamics, to deliver a lunch-time seminar program aimed directly at channel marketers and managers.

In this 1.5 hour presentation guest speaker, Moheb Moses one of Australia’s leading IT channel consultants and trainers, will explain the critical elements of creating and managing a high performance channel in today’s competitive and fragmented ICT market.

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