As a vendor, selling via the channel takes you many steps away from your customers with visibility of your investment diminishing at every step of the process.
Without decent data, joined up systems and intelligence you risk loss of momentum through gaps in the hand-off process.
We know from talking to some of your potential buyers, they're aware as much as a year in advance what projects will be budgeted for in the next calendar year. Researching suppliers is a continual process.
Those demos and POC's you fight hard to win are often an early stage in the process. They're not necessarily ready to buy in a short time-frame. This doesn't make them time wasters, nor has it been a waste of time. Handled properly, over half will go on to buy.
By working with your distribution partner to create warmer engagements and keep track of them right through the marketing and sales process will create better ROI.
The answer, Amigo? Multi-disciplined resource, automated systems and analytics as an end-to-end managed service.
