Drive Your Channel Productivity Globally

Most vendors spend millions of dollars in generating end user awareness and inbound leads. However, very few have systems in place for getting those leads effectively to channel partners. Instead, many of those leads tend to be pursued by inside sales teams, but lack of an integrated channel lead management system substantially reduces marketing ROI.   At ZINFI, we regularly do channel partner satisfaction surveys and ask them how vendors can help them grow their businesses. The number one item on the list is distribution of good leads to partner sales reps. What we’ve found is that, even where leads are forwarded to top tier partners, very rarely do they have a structured system in place where leads are distributed, nurtured, qualified, tracked and closed. However, a good Channel Marketing Automation platform can significantly increase sales closures through a proper lead management system. Before we delve into this topic, let’s make sure we are clear what we mean by a lead management system. It is an automa