Tuning Lead Management Practices for More Profit

Predicting Payoff of Channel Programs

How do you measure the success of stimulus spending? It’s an obvious question for the Government, and it’s one that channel marketing professionals should also pose when it comes to money spent for demand generation. The ugly truth is this – money you spend to boost channel sales often disappears into a black hole. Sadly, your campaign can spend millions of dollars and tie up scarce resources with no viable return. Unfortunately, instead of boosting sales, it reaps just a meager blip. If managed eectively, these programs should bring stories of success. Instead, channel partners congregate to heap undesirable blame on you for hampering their success with “sub-par” support. To make matters worse, your CFO blames you for nuking the budget.

Before you spend a dime, you need to counter these risks with better modeling of channel program options. In this paper, we’ll take an in-depth look at how you can optimize your channel oering and enjoy more accuracy in predicting program revenue. The goal is to know, in advance, how a change in discounts, MDF funds, contracts or other elements will impact competitive challenges and return on investment. >>Next