My webinar for Data.com on how to crank up revenue from channel partners. Ideal for anyone with "channel" in his or her job title.

1. How to Crank Up Partner
Revenue
Jeff Ogden, Creator and Host
Marketing Made Simple TV

2. Ask your questions via Twitter
Tweet: @datadotcom #jigsawcontacts
Or in the Question’s box on your screen

3. WHY DO WE NEED TO CHANGE?

4. The World Changed
• “More change in the last three years than the
prior 30.” The NOW Revolution
• “The Death of Solution Selling” Harvard
Business Review

5. Online Research

6. Online sharing

7. The Result:
Buyers need
salespeople no longer

10. Content Has to be Good!
• “If content is not best of breed, buyers will
ignore you.”
Joe Pulizzi, Content Marketing Institute
• “Content must be YOUsful. Create content
they would pay for.”
Jay Baer on Marketing Made Simple TV

11. BUT DIDN’T THE OLD WAYS WORK?

12. Past channel promotions
1. The sweepstakes approach
Spring fling promotion. Three good leads and you win prizes.
2. The Help Us Help You approach
Sell for us and win $’s for marketing
3. The periodic update approach
Visit the portal and watch our webinar updates

13. Let’s Look at Typical Channel Partner
Strengths
• Industry knowledge
• Contacts
Weaknesses
• Old school sales
• Non-existent content marketing

14. THE OPPORTUNITY

15. Content Marketing Across
the Channel
Create Once. Personalize across the Channel

16. How to do Content Marketing across
channel
• Design is critical
Modular content, e.g. intro, chapter one, two, etc.
• Store content in special way
In content database to ensure can be assembled to order
• Leverage technology
Assemble to Order exists today

17. Sales/Publishing Across the Channel
“Who’s Going to Stock the Pond?

18. Key Players
• Avitage.com
Content marketing approach and tools
• SalesforceData.com
Contact info that makes it all work
• Find New Customers.com
Advice and hand-holding to make it all work – just for you

19. The Fearless Competitor
@fearlesscomp
Email: Host at marketingmadesimple.tv

20. Find us anytime:
@datadotcom
http://data.com/facebook

21. Questions?