As this expanded program has just launched end of April 2020, a lot of these processes for how to engage are not yet documented and will be more ad hoc in nature as more Channel Account Managers (CAMs) come on board. Channel Marketing and Field Marketing Managers (FMMs) will be working together to identify processes and iterate on those processes for the most efficient way to work with each other, the CAMs and the Channel Partner
Check out our Channel Marketing board with all the details of what we have inflight
Examples of what Channel Marketing executes:
Channel Marketing's inital issues response SLA is 48 hours. To start the Channel Marketing support process,
channel_partner_requestis available in the Partner Markerting project on gitlab.com
As CAMs on-board new partners there are a few things that are required to have in place for Channel Marketing to support go-to-market / lead gen activities. Our guidance from Channel leadership is to focus in on your business plan with your Select Track partners as that should yield the highest return on investment (ROI)
At a minimum you will need the following completed and signed off prior to suggesting or scheduling GTM activities with the Channel partners:
For Select partners, please feel free to bring Channel Marketing/Field Marketing in your business planning meeting(s) around how GTM. This will help you expand and get creative with your go-to-market activities outside of the 'let's do a webcast' together. There are many other options to support GTM lead generation and the earlier we can get an understanding of this, the more success this activities will be.
Once you have the 3 above mentioned requirements completed and you need to assist the channel partner (Open or Select) with launching their partnership here are some ideas for guidance that you can provide :
We have a standard press pelease template located via the partner portal that you can provide to your partner as a foundation for their press release/announcements. The template release includes quotes from both Brandon Jung (Alliances) and Michelle Hodges (Channel), partner to choose executive quote based on partner type.
While meetups are more of an awareness opporunity than demand gen, they are a great way to create regional awareness of our joint offerings with our Channel partners. The CAM is responsible for guiding our channel partners to leverage virtual meetups and live in-person meetups
The MDF will be allocated for the region, by proposal. No regional allocation for now. Channel Marketing will allocate MDF for PubSec (Carahsoft will get a standard % of that allocation and the rest will be used as MDF proposals come through)
Quarterly MDF Epic
Listed below are areas of responsibility within the channel marketing team: