Marketing Essentials: How to Communicate With Channel Partners to Drive Higher Levels of Performance


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Investing in the right partners is an effective way for providers to reach customers and to fuel growth, share and business advantage. However, existing partners vary significantly in the current and future value they contribute to the provider's bottom line.

Table of Contents

  • Analysis
    • 1.0 Introduction
      • 1.1 Audience
      • 1.2 Challenges
    • 2.0 Background and Context
      • 2.1 What Are Partner Communications?
      • 2.2 How Are Partner Communications Handled Now?
      • 2.3 How do Communications Fit Into the Larger Partner Relationship Management Picture?
    • 3.0 Best Practice
      • 3.1 Step 1. Planning
      • 3.2 Step 2. Categorize Partners
      • 3.3 Step 3. Design a Tailored Communications Plan
      • 3.4 Step 4. Monitor, Report and Adjust
    • 4.0 References
    • 5.0 Conclusions
  • Recommended Reading
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