by Nichole Gunn | May 18, 2021 | B2B Marketing, Customer Data, Distribution Channel, Distributor Loyalty, Incentive Program, Infographic
Today’s B2B organizations have a growing number of options when it comes to automating and digitalizing sales and marketing. Channel technology such as customer relationship management (CRM) systems, sales enablement platforms, and marketing automation software can... 
by Mandy Freeman | May 11, 2021 | B2B Marketing, Channel Sales, Customer Data
In B2B industries, product differentiation is sometimes limited due to standardizations and lack of end-user brand loyalty. In cases like these, an efficient strategy for collecting B2B data can be an incredible competitive advantage. A rewards program is an... 
by Nichole Gunn | Apr 15, 2021 | B2B Loyalty, B2B Marketing, Channel Incentives, Channel Sales
Having a process to consistently collect and manage channel data can be a big differentiator in today’s B2B markets. According to Forrester channel expert Jay McBain, collecting and effectively using channel data can help vendors improve speed-to-market, develop... 
by Nichole Gunn | Mar 2, 2021 | B2B Marketing, Channel Sales, Customer Data
In HVAC distribution channels, manufacturers often have little to no knowledge about their end-users. Though you may have excellent relationships with your channel partners, today’s end user marketing strategies require extensive data to provide seamless,... 
by Mark Herbert | Feb 25, 2021 | B2B Loyalty, B2B Marketing, Channel Incentives, Channel Sales, Customer Loyalty, Distributor Loyalty, Incentive Program
In competitive and disrupted channel markets, having an incentive program can boost revenue and maintain positive relationships with your channel partners. But just like channel management, marketing, and CRM technology must constantly evolve to meet the demands of... 
by Luke Kreitner | Feb 16, 2021 | B2B Loyalty, B2B Marketing, Customer Loyalty
Last week, I talked about some of the harsh realities of competing for B2B loyalty. Today, I want to share some research and insights on what you can do about those realities. Here are five B2B customer experience best practices I suggest for staying competitive and...
