Developing your Channel with Markit 4
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Transcript of Developing your Channel with Markit 4
![Page 1: Developing your Channel with Markit 4](https://reader034.fdocuments.in/reader034/viewer/2022051617/55a3fd8f1a28ab921e8b45a5/html5/thumbnails/1.jpg)
Channel Development Vendor proposal
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The Challenge...
Finding Incremental business Consistent solution messaging
Prospect Database development Lead to revenue tracking
Transparency of pipeline business Partner Engagement
Scheduled delivery of marketing Maximising co-op investment
Co-branding Brand loyalty and growth
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The Opportunity....
• Tremendous scale to growth • Skills coverage • Reduced cost to market• Economies of marketing scale
• Maximising Co-op Spend
Where have we done this already?>>>
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>>>EMC MDP Programme
• Co-branded lead generation for 5 partners per quarter– Consistent solution messaging and branding – Central resources for lead generation
• Markit 4 double funds from $25,000 to $50,000 each quarter – Programme offers $5,000 per reseller - Minimum impact– Markit 4 gain agreement for extra $5K from Distributors
• Programme generated 300 leads per quarter for EMC – 75 BANT Qualified ‘A’ or Appointments– Lead Pipeline managed and tracked by Markit 4
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>>>Distributor Client
• Markit 4 approached to help with Campaigns– 12 Partner Campaigns per month at £2,000 each– Individual campaigns with new design for each
• We identified issue for Distributor– Huge impact on resources to deliver and track– Lack of co-op funds to deliver and no partner buy-in
• Markit 4 reduced from £72,000 to £24,000 per quarter– One campaign per partner staged over each quarter– Consistent messaging across all 12 partners
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Results Driven Channels
Channel Management
• Commercial and Technology focus
• Solution-led approach to marketing
• Consistent message for all partners
• Lead generation and Management
• Accountable for delivery and results
Channel Development
• Results driven business • Partner Development focus • Experience and Relationships
• Well structured channel policies
• Certification Management
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Integrated Channel Management
Automated CampaignsDetailed Lead DataBANT QualificationLead Scoring
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