Chapter 2: Rethink Channel Marketing Strategies for Partner Ecosystem

• How do companies create channel programs that have to implement partner incentives management for all different partner types across the ecosystem and what channel marketing triggers do we use to drive this effort at the point of engagement?
• Major channel-based organizations are rethinking their channel marketing programs and overall partner marketing management – looking towards point-based versus tier-based systems. What behaviors are they trying to drive and why?
• When looking at partner ecosystems as a long-term relationship, how do you build a channel management strategy to communicate, collaborate and implement ROI-driven demand generation?

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