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Marketing and Digital Leadership

Are You Dealing with Traditional SPIFF Blind Spots?
March 24, 2017

Are You Dealing with Traditional SPIFF Blind Spots?

Operating a SPIFF program can be cumbersome, especially if you have hundreds, sometimes thousands, of sales associates, multiple locations, and an outdated sales incentive program. What makes it more problematic, is when you have blind spots that linger within your program that cause your brand to suffer.   Here are two common blind spots you didn’t […]

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The Best Channel Programs Rest On These 3 Pillars
April 27, 2016

The Best Channel Programs Rest On These 3 Pillars

Our goals never really change – we need more mindshare in the channel. We need to displace competitors. We want loyalty. We want more sales. Make sure you design your incentives with the following principles in mind…

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Build Revenue With These Channel Engagement Tactics
April 19, 2016

Build Revenue With These Channel Engagement Tactics

Some business goals are never changing.  For example, in order to have a healthy, sustainable model, we allneed to grow revenue and reduce costs.  How important is channel engagement to achieving these goals? If your company’s go-to-market strategy is through an indirect sales channel, keeping your entire channel engaged is critical when it comes to […]

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Build Mind Share & Market Share With These 6 Principles
March 07, 2016

Build Mind Share & Market Share With These 6 Principles

It’s true that channel marketers need to stay nimble and be comfortable experimenting with new tactics.  What doesn’t change is your needs as a channel marketer: you need more engagement to drive more sales.  Here are six solid principles to guid your program planning…

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Channel Marketing and The Psychology Of Value
February 09, 2016

Channel Marketing and The Psychology Of Value

What is it that determines value? In the consumer marketplace, value tends to be less of a science or formula and more of an abstraction or cultural agreement. Here’s how this psychology can improve your channel marketing…

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Think You Need A Custom App For Your Rebate Program? Think Again.
August 21, 2015

Think You Need A Custom App For Your Rebate Program? Think Again.

If your company has been looking to improve the user experience for your channel or consumer incentives programs, you have likely (and correctly!) been looking at mobile as a great delivery method. Mobile lets you meet your channel partners and consumers wherever they are physically as well as fitting perfectly with the trend in mobile […]

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4 Ways To Synchronize With Your Channel & Win At Mobile
February 06, 2015

4 Ways To Synchronize With Your Channel & Win At Mobile

My friend Nick is, among other things, a master practitioner of neuro-linguistic programming and an expert on connecting with others.Nick’s best-selling books describe set of behavioral principles that help people to connect more easily with other people and each book lays these principles over a separate but common challenge that many people face. For example, […]

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