Selling cloud services through partners means looking at every aspect of cloud enablement. If you are delivering SaaS, UCaaS, PaaS or any other ‘as a service’ model, you need to support your channel partners in new ways.
The cloud services market is growing and increasingly competitive. Finding the best ways to make your channel partners successful is critical. Cloud players need to play a role as an enabler and help their partners sell more services and capture new revenue.
In a new and changing market this means educating partners and giving them the marketing tools they need to effectively sell your services. Simply handing off a new service, technology or capability doesn’t help the partner to rapidly monetise a new service. They need help to understand the proposition, market the service and ultimately close deals.
The solution is to focus on delivering all the marketing tools they will need to sell a service. You need to make it as easy as possible to sell with not just white-label cloud services but white-label marketing collateral, including:
– Web Copy
– Product and Sales Presentations
– Brochures
– How to Sell Guides
– Whitepaper Reports
– Newsletters
– Data-Driven Insights
– Case Studies
– Training Resources
By integrating these marketing services seamlessly into your channel strategy your partners will be able to efficiently approach sales with accurate product knowledge and the tools they need to win business.
Cloud players that understand this can accelerate their partners’ growth by being ready with the marketing materials they need. They can help to provide the touch points to influence their audiences and be successful in cloud.
Partners understand their customer base and have relationships they can use to sell but if you’re the SaaS provider you want to ensure they are selling your services and have all they need to get your message out. By investing in marketing for the channel, you benefit from partners that are effectively selling your services and supporting revenue growth across the value chain.
When partners are capturing new revenue, you’re capturing new revenue. When they’re great marketers, you’re a great marketer.
As cloud adoption continues to rise, enabling your channel partners can accelerate your growth in the cloud.
With the right support, you can develop a creative marketing engine that supports your channel partners, streamlines customer conversations and helps them to generate new leads.
Please get in touch if you’d like to discuss supporting channel partners with marketing materials.
Any questions, contact us at matthew (AT) ilexcontent.com
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