4. The World Changed
• “More change in the last three years than the
prior 30.” The NOW Revolution
• “The Death of Solution Selling” Harvard
Business Review
10. Content Has to be Good!
• “If content is not best of breed, buyers will
ignore you.”
Joe Pulizzi, Content Marketing Institute
• “Content must be YOUsful. Create content
they would pay for.”
Jay Baer on Marketing Made Simple TV
12. Past channel promotions
1. The sweepstakes approach
Spring fling promotion. Three good leads and you win prizes.
2. The Help Us Help You approach
Sell for us and win $’s for marketing
3. The periodic update approach
Visit the portal and watch our webinar updates
13. Let’s Look at Typical Channel Partner
Strengths
• Industry knowledge
• Contacts
Weaknesses
• Old school sales
• Non-existent content marketing
16. How to do Content Marketing across
channel
• Design is critical
Modular content, e.g. intro, chapter one, two, etc.
• Store content in special way
In content database to ensure can be assembled to order
• Leverage technology
Assemble to Order exists today
18. Key Players
• Avitage.com
Content marketing approach and tools
• SalesforceData.com
Contact info that makes it all work
• Find New Customers.com
Advice and hand-holding to make it all work – just for you