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A Roundup of ABM Leaders Group Panel Discussion
on MDF Optimization

• Thom ProvenThe ABM Leaders Group webinar on
  Channel Marketing MDF Optimization hosted on
  15th December 2022 was a great opportunity to
  learn about how to optimize your channel
  marketing spend by setting up a strategic
  ROI-focused approach.
• We heard from some of the leading experts in the
  marketing and advertising industry, including
  Leslie Alore, Heather Harlos, Thom Campbell, Kam
  Goldman and co-hosts, Claudio Ayub and Bob
  Samuels.

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Here are the top takeaways from our webinar on
Channel Marketing

• 1Creating Exciting and Engaging Channel Partner
  Participation Its important to make it easy for
  them to participate, make the process visual,
  provide incentives and automation tools, build
  strong partnerships, and have branded materials
  available for sales drives.
• 2. Funding Marketing vs Enablement Finding a
  balance is important. The right balance will
  allow you to do both, but its important to know
  what each is and how each fits into your overall
  strategy.
• 3. Marketing-to Channel Partners, as well as
  marketing-through and with them, is critical for
  maximizing the effectiveness of your marketing
  efforts. Partnering with 50 or even 100 strategic
  partners will enable you to customize your plan.
• 4. Marketing Certification Programs for partners
  Participation badge that people like to share.
• 5. Marketing-with-Partners Thom Campbell uses a
  with marketing strategy rather than a through
  marketing strategy. With-marketing, the company
  works with the partner on the funds shared rather
  than just handing over the funds so that they can
  run a program as they please.
• 6. MDF program requirements should be structured
  in such a way that funds are used strategically.
  A campaign brief should address the following
  four questions
• Who is the audience
• What is the message
• Why should they care about it
• What are the metrics by which success will be
  measured?

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• 7. Measurement-tracking impressions and
  click-throughs as well as leads converted is
  essential for determining the effectiveness of
  your marketing efforts(Watch the Webinar
  1822).
• 8. Precision Demand Marketing a relatively new
  strategy in the field of demand marketing(Watch
  the Webinar 3516).
• 9. MDF program guidelines make them clear and
  concise(Watch the Webinar 4043).
• 10. Proposal-based approach to partner
  collaboration. In this approach, a partner is
  chosen based on their ability to meet the
  requirements set out in the proposal (Watch the
  Webinar 4402). .
• 11. Compliance as a challenge in B2B Lead Gen and
  how to tackle it(Watch the Webinar 4210).
• 12. Reimbursement Process Ways to manage
  partner reimbursement(Watch the Webinar
  4933).
• 13. Marketing Attribution Multi-touch approach.
  This model can help you determine which
  touchpoints in the customer journey are most
  effective at driving revenue and increase ROI on
  your marketing spend(Watch the Webinar 5240).
• 14. Net new revenue vs Net new account
• The webinar covered everything from setting up an
  MDF strategy to measuring the impact of it. If
  you missed it or would like to watch the full
  presentation again, weve got you covered!
• Watch the on-demand webinar here
  http//bit.ly/3BRZFIo