Do You Push Or Pull Partners?
No doubt the economy is more forgiving than it was a year or two ago and most Strategic Service Providers are having more sales success. But suppliers that are strategically looking for their SSP channel partners to bring on net new customers must decide if they are pushing hard enough as well as pulling the SSPs with incentives that are effective.
Influencing a decision has always been the goal of strategic marketing. More importantly, the fundamentals of marketing are based on the fact that doing so requires multiple touchpoints at different steps in the decision-making process.
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