Service · Partner programs
We design and run programs so your technology brand’s channel generates measurable opportunities, funded with your channel funds (MDF/co-op). In Spain and Portugal, since 2007.
Request your channel auditMany partners have marketing funds they never spend and little capacity to generate demand on their own. We bring the method, the team and the measurement to turn those funds into pipeline.
We choose which partners to work with based on their potential, account coverage and closing capacity.
We assign each partner the accounts most likely to buy, with installed base, decision makers and renewal window.
We design competitions, goals and rewards that move the channel and that the vendor can measure.
We run joint ABM campaigns between vendor and partner: content, email, events and sales follow-up.
We help partners complete the certifications the vendor requires.
We measure every action funded with channel money: leads, opportunities and revenue per partner and per account.
For Dell Technologies (EMC) and Arrow we designed and coordinated a competition between partners organised in teams. Each challenge completed triggered incentivised demand generation actions. The program was EMEA best practice for five consecutive years.
It is a program a vendor launches so its partners generate sales opportunities. It includes partner selection, goals, incentives, joint marketing campaigns and results tracking. It is usually funded with the vendor’s channel marketing funds (MDF or co-op).
Usually with the market development funds (MDF) or co-op the vendor allocates to its channel. TMR plans how they are used, runs the actions and reports the return per partner, so the program does not compete with the central marketing budget.
Qualified leads, opportunities opened, revenue per partner, certifications achieved and the return of each action funded with channel money. We agree the indicators and their definitions in writing before starting.
Yes. We design and run programs for vendors and also for distributors that want to activate demand among their partners.
It usually starts with a pilot of a few months with a small group of partners and accounts. If the goals are met, it becomes an annual program with quarterly reviews.
Start with a channel audit: which partners can generate demand, which accounts to target first and how to make better use of the funds. We agree the goal with you in writing.
Request your channel audit