Know-How Exchange : E-Marketing

Channel Marketing is not the same as Solution Marketing.

Channel Marketing is the application of marketing principles and practices in association with selling partners in a multistep process. Some manufacturers or suppliers sell their products directly to consumers, many chose to sell through resellers. In the latter instance, these resellers are the manufacturer's channel. They will often segment their marketing into consumer or end-user marketing, where they communicate the reasons for consumers to buy their product (e.g. performance, value, quality); and they will also have a channel marketing team that focuses on convincing channel partners to resell their products (e.g. easy to sell, high margin, high sales velocity).

Solution Marketing is the process of addressing a users complete set of needs to solve a problem. This frequently involves bundling multiple products and/or services to deliver a comprehensive solution. A supplier may sell a complete solution on a direct basis or through a channel.

To find a good channel partner, look for resellers and distributors who offer products and solutions in your category, or simply check out your competitors and see who their channel partners are.

Hope that helps you.

Best of Luck, JohnnyB.
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