CRN Special Report: Next Generation Marketing

Channelweb logoPaul Bray of CRN Channelweb investigates why vendors should make the investment in next-generation marketing campaigns to keep channel sales flowing.

Wise vendors should provide a to, through and with channel marketing approach, treating their channel partners like customers and employing partner relationship management (PRM) in the same way that a retailer would use Customer Relationship Management.
Distributors do not often generate user demand for products, so the focus of a vendor’s PRM should be its Value Added Resellers, System Integrators and other Resellers.

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