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Empower Your Indirect-Sales Marketers

by Dan Hawtof  |  
February 29, 2016

Anyone who sells through an indirect sales channel knows incentives can help boost sales. If you're like most channel managers, however, you struggle to gain mindshare from your network, which can include resellers, distributors, and channel partners.

You want your network to promote your products and be a successful selling machine. But your partners receive a constant deluge of information from all their vendors and are too busy focusing on their own agendas to support yours.

So, how can you drive engagement?

Start with a robust platform

Our research and experience reveal that most vendors—even those with more than $1 billion in annual revenues—have limited insight into the effects of their partner incentive investments. Channel marketers still find themselves trying to manage programs on spreadsheets, which can be a cumbersome and error-prone task, or on separate systems, which makes data nearly impossible to aggregate for relevant ROI insights.

Let's look at the benefits that a seamless, unified channel platform can offer.

A robust channel engagement platform should be personalized, modular, upgradable, scalable, mobile, and purpose-built

In other words, the right solution enables a channel manager to launch, communicate, and measure the incentive programs that can drive sales most successfully. You need a system that is…

  • Fast to implement
  • Highly flexible
  • Fully customizable from simple to complex programs
  • Personalized
  • Segmented and targeted
  • A tool that provides total program visibility
  • Easy to use

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Dan Hawtof is vice-president of Product & Business Development, Channel Solutions at Blackhawk Engagement Solutions, a global provider of customized incentive and engagement solutions.

LinkedIn: Dan Hawtof

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