How to Improve Your Channel Marketing Strategy Using TCMA
Through-channel marketing automation (TCMA) is a channel marketing technique that helps manufacturers:
Improve the speed of campaign execution
Gain control of brand consistency across one-step and two-step distributors
Maximize ROI of marketing assets
Build stronger partner relationships
And most importantly, increase channel sales
So how exactly can manufacturers use through-channel marketing automation to increase revenue from indirect sales? We recommend using an approach we've coined as the REGG channel sales model.
R-E-G-G stands for Recruit - Engage - Guide - and Grow. Most manufacturers are skilled at the the third stage, the Guide stage, but struggle in the other stages of TCMA. Each stage builds upon the previous, however, so if you skip to Guiding partners without laying a proper foundation in the Recruit and Engage stages, you’re losing valuable sales opportunities. Let’s take a look at what your focus should be at each stage of the REGG channel sales model.
Learn more about TCMA basics here: https://www.manobyte.com/growth-strat...