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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Six ways to help partners activate their marketing development fund allocation

Outsource blog: Six ways to help partners activate their marketing development fund allocationIt can be a constant challenge for vendors to use their marketing development fund (MDF) effectively. Ideally, partners who are eligible for MDF allocations apply for funds of their own volition in a timely manner and use them efficiently and effectively to build pipeline and increase sales for the quarter. The reality is that partners often leave MDF on the table.

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