Summit APAC 2018 Plenary Sessions Fast Tracking Demand Creation Driving Better Engagement and Marketing Performance

Fast-Tracking Demand Creation: Driving Better Engagement and Marketing Performance With Channel Partners

Tuesday 9 October 2018 | 15:45 - 17:00

Speaker(s):  Angela Leech

Focus: Adopt, Operationalize, Optimize

Priorities: Channel Demand Creation

More often than not third party channels are a key part of the buying process across the Asia-Pacific region and as such, lack of partner engagement can be costly to business performance in the region. A growing number of b-to-b organisations are attempting to shift greater demand creation responsibility to their channel partners, yet channel partners often lack marketing skills and look to suppliers to enable and guide them in perfecting demand creation efforts and producing leads. Organisations that are focused on developing measurable, repeatable and scalable channel demand creation engines benefit by establishing a best-in-class methodology for driving greater partner marketing engagement and performance. These organisations emphasise the specific elements that support the fast-tracking demand process: partner and audience insights, marketing enablement and readiness, demand creation and performance measurement aligned to the channel partner needs. This presentation will provide the following benefits:

For sales, marketing, and product:

  • Explore the updated SiriusDecisions Fast-Tracking Demand Creation Framework, and adopt an effective approach for driving better engagement and marketing performance with channel partners
  • Discover best practices for making channel marketing investments that drive contribution to pipeline and revenue results
  • Learn how following a prescribed process ensures partners have all the support they need to market suppliers’ products and offerings
"As a growing number of b-to-b organisations shift greater demand creation responsibility to their channel partners, coupled with the challenge that channel partners often lack marketing skills and are looking to suppliers to enable and guide them in perfecting demand creation efforts and producing leads, we are excited to share some regional insights and guidance in the area of forming demand creation strategies for channel partners that increase demand, accelerate conversions and contribute to channel revenue growth."<br /><br />&ndash;Angela Leech