Success on Both Sides of the Channel Equation
With Zift Channel Marketing Automation, customers regularly see increases in event attendance, lead generation, email open rates, ROI on AdWords, and advancement of channel partners to higher sales levels. Here are just some of the success metrics:
- Lead generation for a single promotion grew 40% per partner and lifted event attendance by 20%.
- Email open rates by partner's prospects multiplied five-fold over the historical average.
- AdWord leads-per-dollar improved by 30%.
- Upgrades to higher-producing partner levels increased by 22%.
Customer success drives our business, and with Channel Marketing Automation, that requires understanding the experience and the perspective of both the channel marketer and the channel partner.
Red Hat: The Marketer Perspective
The Problem: With concerns about lead sharing, Red Hat channel partners were limiting the promotion of Red Hat events, which significantly decreased the universe of potential attendees. Partners delivered inconsistent brand messaging about Red Hat products, and Red Hat had no way of knowing what marketing resources partners used or what was working. The Red Hat website did not include the latest information about webinars, news, or premium content.
The Solution: Putting Zift in place to automate channel marketing means that Red Hat can now provide campaigns that drive prospects to centralized event registration. A marketing dashboard updates Red Hat channel partners with current news and events. Partners have marketing campaigns integrated with their websites and event schedules; the Zift website gets automatically updated with current partner events.
The Results: Partner channel campaigns have increased lead generation by more than 30%. Red Hat now provides up-to-date news on product development and consistently delivers the news to channel partner prospects. As a direct result of success with the Zift solution, channel partners to other Red Hat divisions have requested Zift to support their marketing efforts.
Red Hat: The Channel Partner Perspective
The Problem: Several limitations in the Red Hat marketing system prevented Mainline Information Systems from fully participating in the promotion of Red Hat's marketing events. Using the system was time-consuming, partners did not have the ability to include their own messaging, and the system required all prospect and lead information to be shared with Red Hat.
The Solution: With Zift in place to automate channel marketing, Mainline gets an easy-to-use marketing solution with the flexibility to incorporate the company's own messaging and maintain control over its own prospects and leads. Mainline uses marketing campaigns syndicated through Zift that integrate automatically with the Mainline website and events schedule.
The Results: Red Hat syndicated campaigns generate hundreds of additional leads for Mainline. The Zift solution supports the addition of Mainline messaging, while maintaining the consistent content and look-and-feel of the Red Hat promotions. In addition, Zift provides Mainline with a marketing workbench that supports ongoing marketing activities.
