Master the "Middle B"

Whether your focus is B2B2C, B2B2B or a combination of both, the intermediaries (also called channel partners) are the “middle B” in a complex relationship. These intermediaries may be dealers, distributors, agents, brokers, franchisees or other types of influencers. One of the core challenges is identifying who owns the customer relationship and establishing a data infrastructure that helps you understand and manage your middle B while supporting its need to acquire and service its customers. Our channel marketing solutions help you to:

• get channel partners to share valuable marketing data.
• assess, benchmark and take quick action in the channel.
• reduce headaches caused by managing channel discounts, allowances and rebates.
• close the loop on channel endorsement and campaign results.