To call the world of B2B software complex would be an understatement. It’s a constantly evolving ecosystem of solutions, vendors, buyers, and service providers, and often the path software takes from company to end user is anything but a straight line. For many B2B tech companies, that means developing symbiotic relationships with resellers who can help them extend their reach and also provide end users with a more “complete” solution (additional consulting, configuration, maintenance, support, etc.).
The ones who do this best are reaping significant benefits. As HubSpot VP Sales Peter Caputa explains, HubSpot’s channel program has been responsible for producing approximately 42% of the company’s customers and 33% of its revenue during the first half of 2014.
That said, the channel isn’t for everyone. Before you dive in head-first it’s important to do your research and answer several key questions to determine whether your product, business model, growth stage, target customers, motivations, and goals make investment in the channel a good fit for you.
To help, we’ve developed the flowchart below. Start at the beginning and see where your answers take you. And if you’re interested in learning more about developing a successful channel program download our latest eBook, The Complete Guide to Channel Sales & Marketing.
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Free eBook: The Complete Guide to Channel Sales & Marketing
For more on leveraging channel partnerships download our new eBook. It’s a clear, actionable playbook for crafting a complete channel strategy, recruiting the right partners, and turning your program into a sustainable, scalable machine.
Photo by: Thomas Hawk
Inside Sales trainer and evangelist Josiane Feigon shares a sneak peek at what’s next for the “What Next?” generation in 2015 — and how they can continue winning in sales roles.
There’s never a dull moment in the inside sales world. This rapidly changing profession is exploding today, so how do you keep up, staff up, and make sure you’re properly prepared? Every year, Josiane Feigon and her team at TeleSmart Communications put together a list of smart selling predictions aimed at helping sales teams and managers thrive in the coming year. This year, we’ve teamed up with Josiane to help her show off her trend-spotting powers in infographic form.
Check out her “15 in 2015 Smart Inside Sales Trends” in the infographic below, and download her full trend report — loaded with advice on tactics, tools, and talent — at her website.
Photo by: Philippe Lewicki
Do you know what it takes to build a content marketing program that will drives real results for your business? Follow these 11 steps and you will be on the right track.
Earlier this year, OpenView published It Takes a Content Factory! a comprehensive guide designed to help expansion-stage technology companies create and deliver the high-impact content that they need to attract and retain great customers. Continue reading
After the release of our SaaS metrics report, OpenView teamed up with the folks at KISSmetrics to illustrate some of the key data points.
OpenView surveyed more than 160 SaaS executives and consultants to learn some of the key operating metrics and growth drivers for expansion-stage companies. Here’s what the KISSmetrics team put together.
When most people hear the word “Scrum,” they probably envision a mashing of heads and limbs on a rugby pitch. In the software world, however, Scrum means something very different.
Most often associated with product management and development, Scrum is an agile development framework for creating high-performing teams and vastly improved organizational productivity. And it’s not just for programmers and product developers anymore. Continue reading
OpenView recently surveyed an array of expansion-stage CEOs and board members to find out what it takes to create a value-adding board. The results are presented in this board of directors infographic, offering real insight into what makes high-performing boards tick.
Does your board add value to your company or do more harm than good? Does it suffer from bad board dynamics or is it a cohesive, high-performance team? No matter how you answer these questions, chances are that your board isn’t doing everything that it should be and providing your company with the kind of strategic support it needs to succeed.
Learn what native advertising is all about and how your company can start thinking about it with this summary infographic.
Todd Wasserman, Marketing Editor at Mashable, presents an infographic that explains what native advertising is in the wake of its sudden surge in popularity as the latest hot trend signalling “where the money is going in the industry.”
Strengthen your customer engagement by knowing more about your customers in the first place. Start with this infographic that covers some universal truths of the consumer.
Anita Loomba, Marketing Manager at Fred Meyer Jewelers, writes in Social Media Today that “you can never know too much about your customers,” and “understanding their likes and dislikes” can be key to effective customer engagement. Loomba highlights an infographic by Help Scout, titled “Ten Things Your Customers Wish You Knew About Them,” and presents a few of the key takeaways. Continue reading
Creating infographics that get shared across the social web establishes a company as a trusted resource, which can lead to more customers down the line. Learn how to get a handle on this highly effective inbound marketing tool.
“An infographic is not an advertisement,” writes Justin Beegel, founder and president of Infographic World, in this guest post for the Content Marketing Institute. “It’s not even a stepchild of an advertisement,” and your audience shouldn’t even catch a whiff of a sale in it. Instead, the value in creating infographics lies in capturing your audience’s desire to learn more.
Beegel outlines some best practices in creating infographics, including a 4-step process that involves research, storytelling, editing, and designing — the core elements that go into every effective piece of social-ready data visualization. And since shareable infographics are often “the first impression a potential client receives,” make sure it’s something attractive and informative to “reap the benefits of your investment in this truly rewarding process.”
Infographic by Next Generation Food
For many companies, inbound marketing may increasingly becoming the name of the game for lead generation, but remind me again, what are the rules and how do you play?
Biserka Anderson, Content Marketer at Brightfire, a UK-based inbound marketing company, is used to answering questions about inbound marketing, even the tough ones about the likes of sales funnel integration, web analytics, and social ROI. In a guest post for Social Media Today, Anderson provides clear run-down of the inbound marketing process in its entirety with the help of a handy infographic from IMPACT Branding & Design. See the excerpt below.
To view the full infographic, which breaks the inbound marketing process into six steps, including tips on how to generate more web traffic and convert traffic into leads and leads into sales, read Anderson’s full post here.
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There’s no denying that the right marketing strategy can have a huge impact on everything from lead generation to buying experience. Listen in to this Labcast episode to hear HubSpot VP of Sales Mark Roberge discuss the link between sales and inbound marketing and what young businesses can do to make the two work better together. And for lessons OpenView has learned from its own inbound marketing journey, read this post from the OpenView Blog.