Drive Your Channel Productivity Globally

Leads, leads everywhere—but not a single one to close. Isn’t this what you hear almost every day from vendors and their partners? Vendors spend millions on end-user marketing to generate leads, while partners rarely follow up to close on them. That’s what a vendor would say. On the other hand the partners say, “Well, I never get a good lead from my vendor. How can I grow their business without decent leads?” This is where good lead management can save the day. A channel is primarily a fulfillment mechanism. Yes, it can generate demand to extend a run rate business, but the primary purpose of a channel is to close and deliver. The job of marketing really belongs to the vendor. This is why lead management is so important. If it is not done right, not only do millions go to waste, but partner satisfaction—and ultimately business growth—drops substantially. The good news is that there are now state-of-the art lead management systems available in the marketplace for channel professionals. Once you deploy an end-to