Consider this simple memory aid when creating marketing campaigns for channel partners.
If you are selling a solution through partners and you want to know motivates them, recognize they are really only concerned with the “3 Pros“:
- Profits: How much money are they going to make selling your solution?
- Prospects: How many customers are going to buy your solution?
- Problems: How difficult are you going to be as a vendor to work with?
Ultimate end-users of your solution are concerned with value and your messaging towards them should address that. However, any Promotion targeted at channel partners should not be focused on your Product.
Think Profits, Prospects and Problems when trying to get “Thru the Noise” to channel partners.