3 Must-Have Channel Marketing Platforms

Your industry is continually changing, and as technology evolves, your business is forced to adapt with it. That’s why it’s more important than ever to have multi-function solutions that satisfy the needs of your team and customers.

Channel marketing platforms are the comprehensive solution for all your marketing efforts. From developing and nurturing leads to improving your ROI and sales processes, channel marketing platforms give you better visibility and real-time data to leverage. No more juggling different applications to ensure your solutions integrate and work together – just one easy-to-use marketing solution. But, how do you know which platform is right for your business?

Start with these three well-known channel marketing platforms:

  1. StructuredWeb
    What is it? A top SaaS channel marketing software, StructuredWeb gives your business the tools you need to connect and work with partners and marketing agencies. Gain visibility of your entire end-to-end marketing process and use the platform to improve marketing performance, drive sales and increase partner participation.
    How does it help? Give your partners a variety of templated marketing tools and resources they can use to reach prospects and gain new business. You can use the platform to schedule and monitor marketing efforts – including inbound, social, email, digital advertising and more.
  2. Zift
    What is it? Zift Solutions is a leader in partner relationship management and its enterprise channel management platform provides the largest partner ecosystem worldwide. By connecting your marketing and partner efforts into one environment, Zift makes it easy to adjust your marketing plans.
    How does it help? From channel as a service to partner relationship management, Zift offers a variety of multi-channel platforms to help you manage your partners and marketing efforts. Unlike other channel management platforms, you can completely customize your Zift solutions to fit your specific needs and requirements.
  3. MindMatrix
    What is it? Similar to Zift, MindMatrix separates its multi-channel platforms based on needs. With their direct sales and partner enablement programs, you can keep track of assets, manage marketing materials and connect with your partners from a single, comprehensive solution.
    How does it help? MindMatrix offers partner relationship management, channel marketing, sales enablement, asset management and marketing automation as a comprehensive, all-in-one platform solution. That means you can do more and manage a greater array of services from a single dashboard – eliminating time and reducing the cost of maintaining your business efforts.

How Marketopia Can Help

As your partner, Marketopia takes care of your marketing efforts by leveraging leading channel marketing platforms like the ones above. Our professionals manage your marketing collateral and provide you with a reliable platform that arms your team with the tools and resources they need to connect with partners. Never wonder how well your marketing campaigns are performing – gain visibility from an easy-to-use dashboard.

For more information on channel marketing platforms and how Marketopia can help, contact us today.

Branding 201: Defining Your Ideal Customer

We’ve talked about finding your why to better connect with your customers and prospects, but what does that ideal customer look like? Are they top-tier decision makers or gatekeepers? Are they local or global? Are they at the beginning or towards the end of their buyer’s journey?

The truth is that it’s much harder to sell to the wrong person. That’s why knowing who your ideal customer is can help you direct your messaging and reduce the hustle of the sales process.

Let’s define your ideal customer:

Who Do You Want to Work With?

Demographics: Do you want to talk to high-level executives? IT decision makers? Think about the departments and titles of the people you want to work with. CEOs are busy; do you have a backup plan if you can’t get in contact with that person? Are you targeting small businesses, large enterprises or both? While large corporations have more gatekeepers, small businesses have tighter budgets. By targeting decision makers and gatekeepers, you can ensure you’ll be connected with the most influential people.

Geographics: Where your desired customers live also plays a factor in creating the ideal customer profile. Is community a large selling point in your why? If so, you might target more local companies and small businesses to allow you to build a community within your customer base. If your why is to create a global impact, you might look to larger companies across the nation or even internationally. Keep in mind that businesses in other countries may have different processes, business practices and communication styles and you may need to adjust your ideal customer profile to accommodate those needs.

Industry: Do you come from the manufacturing industry and aim to provide a better IT experience for manufacturing companies? If industry plays a pivotal role in your why, your customer profile may include industry-specific companies. It’s important to note that if you choose an industry-specific route, it doesn’t prevent you from serving other industries (after all, business is business), but it does mean you should more heavily target the industry you’d prefer to work with.

How Do You Reach Them?

Once you know who your ideal customer is, there are many ways you can reach them through marketing collateral and sales efforts.

Appointment Setting: Appointment setters call prospects that fit your ideal customer profile. If you outsource appointment setters, this list may come from your own sales department or can be a list purchased by your partner. Appointment setters are great for getting warm leads in your door.

Email Campaigns: You can create custom email campaigns to target your prospects and existing customers. Whether you want to send timely security emails or remind customers about other services they need to meet compliances, custom campaigns are the perfect chance to reach your ideal customer with opportunities you know they need.

Website & SEO Optimization: Your website is the first thing most prospects see when they want to learn about your services and business. By optimizing your website to appear on the first page of search engine results, you can ensure people see you over your competition. By developing a user-friendly website, you can entice visitors to fill out forms and contact you directly.

Social Media & SEM Campaigns: Almost everyone is on social media, making it a great place to remind people about your services. Regularly scheduled posts (organic and paid) show prospects and customers that you’re still relevant, your business is open and you’re willing to connect with your customers. By investing in SEM (search engine marketing), you can use paid advertising to direct customers back to your website or social media pages.

Conferences, Trade Shows & Events: Often an overlooked outlet, conferences, trade shows and events are a great place to find prospects. Find out which conferences your ideal customer is attending and set aside a budget to allow your top sales reps to attend and get your company’s name in front of new prospects. These events are also good opportunities to let your existing, happy customers do part of the work for you by bringing their friends to your booth.

How Marketopia Can Help

As your partner, Marketopia provides the marketing collateral and training needed to define and reach your ideal customer. Our company focuses on providing opportunities to help you generate more sales, more leads and more profit. For additional tips on how to create your ideal customer profile and how Marketopia can help, contact us today.

Speaker: Andrew Steane

Global Director, Ecosystems and Channels Business Operations | SAP

Andrew is a change agent.  As a B2B expert in software sales channels for 25 years Andrew has consistently challenged the status quo to bring new ideas and process improvements to enterprise companies such as Microsoft, AOL and SAP as well as startup companies.  His experience at the country, region and global levels includes sales, marketing and sales operations functions.

Andrew is currently a 9 year veteran at SAP working in the North American Ecosystem and Channels organization where he focuses on “To:” and “Thru” partner marketing.  In 2017 alone he has built new business processes for partner recruitment, advocacy marketing and channel budget management which are being adopted as global best practices.  Andrew resides in Toronto, Canada with his wife, twin girls and their dog.

Speaker: Sam Matin

Director of Finance | Marketopia

Sam joined Marketopia in May of 2017. He oversees all aspects of the Marketopia finances, including the development and management of operations, human resource, preparation of financial statements and reporting to leadership. Sam brings to Marketopia nearly one and half decades of financial management experience in the private, public and nonprofit sectors, with a focus on developing policies and procedures to improve performance and productivity. Before joining Marketopia, Sam worked at MXB Group, a startup aviation firm, which was acquired by Blackstone, one of the largest hedge funds globally, for over 290 million where he served as Chief Financial Officer since 2013. He served as comptroller for Nationwide Insurance for South East Division from 2010-2012 over looking an asset of 600 Million USD. He helped these organizations define their strategic direction, prepare new business plans, streamline financial and procedural policies and create monitoring and accountability systems.

Sam is currently pursuing his Ph.D. and is writing his dissertation in Corporate psychology and development strategies. Sam holds a Bachelor of Science in Business and Finance from University of Florida. He also has earned his Master’s in Finance from University of Florida.

Speaker: Mark Winter

VP Sales | RapidFire Tools

Mark has over 25 years of experience in the IT field, with the last 15 years dedicated to providing software solutions to the VAR and Service Provider channels. During his time as a Sales and Account Manager with a Service Provider, he became familiar with the inner workings of MSPs. For the last 10 years, Mark has been with RapidFire Tools, delivering solutions to Managed Service Providers to help them better serve their clients and grow their business and revenues.

Speaker: Cameron Stone

Cameron Stone works with the managed service provider channel in the eastern half of North America.  Before Webroot, he managed the Canadian Business channel with Mercury Payments. He is enthusiastic about technology, security, snowboarding, and craft beer.

Speaker: Robert Howard

Rob Howard is a B2B sales, marketing and business development professional w/ 36 yrs. of experience, including 22 yrs. in mid-level, management and leadership roles including global responsibilities. Resided in Switzerland, 2009 – 2012. He has deep and diversified direct sales experience to OEM’s and 3rd parties within the Life Sciences, Energy, Semiconductor, Defense and Aerospace sectors, including many of the 100 largest global corporations in these market spaces. Rob is the principal of RC Howard & Associates, LLC – authorized Sandler Training Center located in Lake Carillon Park in north St. Petersburg, FL.

He developed a brand and reputation as a leader, coach and mentor who achieves sustained results with a team approach grounded in ethics, strong process orientation with commitment to strategy and empowerment, talent development and continuous improvement. He mentors / coaches many of his former direct reports. Rob is a dynamic public speaker with extensive applied experience and knowledge in strategic commercial processes including sales, recruiting, hiring, talent and team development, business development, business qualification, business strategy / strategy deployment, product launches, marketing, Voice of the Customer and Focus Groups. Rob’s top career accomplishments include: sales growth of 7.2% CAGR and 98% customer retention (1994-2006) at Parker Hannifin; 78% project win rate and sales growth of 3.4% CAGR (2007-2014) at IMI-Norgren. He has managed and led global commercial teams and staff sizes to 38 people. Rob has resided in Pinellas County, FL since 1984, with assignments in Switzerland (2009-2013) and Manchester, NH (2006).

Speaker: Christine Gassman

Partner Development | Datto

Christine Gassman has successfully revamped, implemented, and continues to manage a comprehensive Datto Partner Plus program, a resource that focuses on business development and support for more than 8,000 Datto partners worldwide. Christine represents Datto at numerous industry trade shows and other events throughout the year, connecting with partners face to face. She is passionate about working with partners to help them maximize their relationship with Datto and to help them grow their business.

Speaker: Dennis O’Connell

Dennis has been in the computer industry for over 30 years.  He served in the US Air Force for 5 ½ years where he flew computers.  He spent 20 years with Hewlett Packard in sales and sales management roles.  After retiring from HP, he worked for large and small VARs / MSPs.  As a business owner, he understands the demands placed on an owner so his role as Director of Business Development for Taylor Business Group is a perfect match for his skills and his passion.

Growing up in Pittsburgh, PA, his favorite memory is being in Three Rivers Stadium for the Immaculate Reception on December 23, 1972.  This is the play that fueled the four Super Bowl wins in the 1970s.  He is also happily married for 38 years with two beautiful daughters and a son-in-law.

Speaker: David Powell

David Powell is a twenty-one year veteran of the IT industry, the last sixteen spent exclusively in Managed Services. Named one of the “Top 250 People in Managed Services” by MSPmentor for over five years, Powell has worked for three of the Top 100 companies that rank in the MSPmentor 501 each year. He came to LogicMonitor from TekLinks, where he helped transition the company from a traditional VAR to an integrated solution provider with a nationally recognized managed and cloud services portfolio, as evidenced when TekLinks received the Top MSP Award at the CRN SP500 Conference in 2012. Powell was a member of the Birmingham Business Journal’s “Top 40 under 40” in 2011, and in 2013, he was named to the publication’s first ever “#40 to Follow List” of executives to follow on Twitter. Powell is a frequent speaker on technology and managed and cloud services, and for three years he co-hosted an engaging "Tech Tuesday" segment that aired each week on the local CBS42 affiliate in Birmingham.  Powell is actively involved in the Birmingham community as a Board Member of TechBirmingham, a Board Member for the Vestavia Hills Board of Education, and President of the Vestavia Lacrosse Organization.