Anybody involved in the marketing and selling of business technology knows that the rules of the game have changed dramatically in the last few years. Traditional push-based marketing is generating decreasing returns. B2B customers now want perspectives and insight, not product pitches. To capture people’s attention you need a distinctive point of view.
To drive growth from the channel, vendors need to change the way they play the game; they need a new approach.
Progressive vendors are already gaining a competitive edge from realising that the rules have changed.
Our storyboard “Why winning business through the channel means changing the way you play the game” contains 6 steps to winning business through the channel in the new B2B marketplace.
Download it here.
