Blog

Lead Management Strategy

31 May 2018

4 Ways to Improve Your Partner Channel Success

David Stone Posted in: Manufacturing, partnerDRIVEN, PRM, Lead Management Strategy, Partner Management Strategy

At Sundog, we’ve been helping manufacturers maximize partner channel investments for over 20 years. For the past decade, we’ve done it with the industry’s best CRM and sales force automation platform: Salesforce.com. While we’ve always known that their Partner Relationship Management (PRM) solutions are great, industry experts are recognizing that success as well. And recently the Salesforce Partner Community raised the bar yet again.

19 Feb 2018

How to Fuel Your Partner Channel Marketing with MDF

David Stone Posted in: Lightning Bolt, Manufacturing, partnerDRIVEN, PRM, Sales Cloud PRM, Lead Management Strategy, Partner Management Strategy

Looking for ways to improve performance with your partners, dealers or distributors? In this blog series, we’re sharing practical ways to do just that. In my last post on market share and quotas, we looked at ways to set and track market share goals. In part 3 below, we’ll discuss how to improve performance with marketing development funds (MDF), also known as cooperative marketing (CoOp) programs.

8 Nov 2017

How to Motivate Partner Performance with Market Share and Quotas (Partner Channel Series: Part 2)

David Stone Posted in: Lightning Bolt, Manufacturing, Next Revolution, partnerDRIVEN, PRM, Sales Cloud PRM, Lead Management Strategy, Partner Management Strategy

At Sundog, we help manufacturers get the most out of their partner channel. And in this blog series, we’re sharing practical ways to improve partner performance. In my first post on lead follow-up, I touched on setting expectations - and following through - with your partners. In part 2 below, I’ll drill deeper into that idea.

2 Nov 2017

4 Ways to Improve Lead Follow-Up with Your Partners (Partner Channel Series: Part 1)

David Stone Posted in: Manufacturing, Next Revolution, partnerDRIVEN, PRM, Lead Management Strategy, Partner Management Strategy

Partners play a critical role in your success as a manufacturer. And you want to work with the ones who have a vested interest to represent and sell your brand well. After all, you’ve invested time, energy and dollars to build effective partnerships that benefit both your organization and theirs.

28 Aug 2017

3 Keys to Smarter Lead Routing in Manufacturing & B2B

Suzy Rokke Posted in: B2B, Lead Routing, Manufacturing, Lead Management Strategy

Want to be more effective with lead routing? Before we dive in, let’s define a couple things so we’re all starting from the same page.

15 Aug 2016

B2B Marketing Strategy by 2020: 6 Predictions for Manufacturers

Eric Dukart Posted in: B2B, Customer Journey, Insights, Manufacturing, Marketing, Marketing Automation, partnerDRIVEN, Personas & Segmentation, Revenue Attribution, Strategy, Brand, Audience, Message, Lead Management Strategy, Marketing Campaign Attribution, Targeted Marketing Programs

Four years ago, B2B marketing was in a state of flux. Content marketing was on the rise, but marketers were still trying to convince their bosses that it could work as well as – or better than – traditional marketing at a fraction of the price. Mobile devices were just beginning to be factored into marketing strategy. And no one was quite sure how to measure the results of a successful (or not so successful) marketing campaign in the new media environment.

13 Jun 2016

What 3 Restaurants Do Right (and Wrong) with Their Email Marketing

Sarah Mayfield Posted in: Digital Experience, Digital Marketing, Email Marketing, Integrated Marketing, Marketing Automation, User Experience (UX), Buyer Journey Optimization, Lead Management Strategy, Targeted Marketing Programs

Yesterday I came across an interesting article called “Email Showdown: Starbucks vs. Dunkin’ Donuts.” The article’s author, McKenzie Van Meter, signed up for promotional emails from both coffee companies and compared their effectiveness.

20 Apr 2016

5 Roadblocks in Your Buyer’s Journey (partnerDRIVEN Series: Part 6)

Eric Dukart Posted in: B2B, Lead Nurturing, Lead Routing, Manufacturing, Marketing Automation, partnerDRIVEN, PRM, Salesforce, Scoring, Lead Management Strategy

If you’re selling B2B products, you’ve got sales leads coming in all the time. And if you’re selling those products through indirect sales channels, you’ve got partners doing the selling.

18 Apr 2016

The Secret to Lead Nurturing Success

Matthew McGarry Posted in: Campaign Management, Demand Generation, Lead Nurturing, Marketing Automation, Scoring, Lead Management Strategy, Targeted Marketing Programs

New to lead nurturing? That’s ok. Your first step is defining the lead generation, scoring and routing process. Trust me – it’s worth it. By automating lead scoring and routing, your organization will be able to deliver better lead data to your sales team – and get better results.

25 Jan 2016

5 Ways to Make Your B2B Tradeshow Your BFF

Jason Jacobson Posted in: B2B, CRM, Lead Nurturing, Marketing, Marketing Automation, Tradeshows, Lead Management Strategy

Tradeshows are an expensive, short-term way to talk to a small number of people who are mainly interested in freebies. Right? Well, only if you are doing them wrong.