What is Channel Marketing and how does it apply to B2B industrial companies?
Sometimes called "Channel marketing", "Trade Marketing" or "Partner Marketing", the idea is to enable your existing network of distributors to grow their business, priorizing your brand, ultimately benefiting your brand.
For example, it is typical for B2B industrial companies to not have a physical presence in every country in Asia Pacific. A typical approach is to fill the gaps where the company doesnt have existing presence with local distributors, who are already connected to the local ecosystem. Those distributors need support in order to perform and sell your products.
Typical benefits of channel marketing include:
1. Lead generation support - receiving a steady stream of inbound leads,
2. Strategic support - receive data-driven guidance about which accounts to target and approach
3. Sales support - having access to localized marketing content to support their sales activities
4. Telemarketing support - helping your distributors with a business development representative to perform outreach on specific accounts (strategic new accounts, competitors' customers, previous generation product users, etc.)
Channel marketing as a reward system
Many B2B leading industrial companies formalize "tiers" to organize their distributors and establish different levels of "marketing rewards", think of something like "Platinum", "Gold", "Silver", etc.
The level of investment in your distributors can be directly scaled in relation to their past year performance for example. Such level can also be used to validate a satisfaction level (eg. your distributor has been trained at a particular level) or contract clause (ability to perform a particular service, or exclusivity to sell a particular product).
Reachlane supports companies to organize their marketing benefit by tiers, budget yearly actions and support the executions of marketing plans according to the allocated resources. We stay in close contacts with your distributor network, and report to your headquarter marketing or channel team.
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Many B2B leading industrial companies formalize "tiers" to organize their distributors and establish different levels of "marketing rewards", think of something like "Platinum", "Gold", "Silver", etc.
The level of investment in your distributors can be directly scaled in relation to their past year performance for example. Such level can also be used to validate a satisfaction level (eg. your distributor has been trained at a particular level) or contract clause (ability to perform a particular service, or exclusivity to sell a particular product).
Reachlane supports companies to organize their marketing benefit by tiers, budget yearly actions and support the executions of marketing plans according to the allocated resources. We stay in close contacts with your distributor network, and report to your headquarter marketing or channel team.
B2B customer seminars & conferences
Customer seminars are among the most-cost effective forms of marketing events and are particularly suited to companies that want to demonstrate market leadership and technical expertise. Dive in to learn how to organize your next technical seminar in Asia.
B2B engineering calculation & simulation web apps
Self-service calculation and simulation tools are a great way to collaborate with prospects and existing customers. They collect valuable input information and showcase your company value proposition in a comprehensive and customized way.
B2B prospect list building
Reachlane helps B2B companies streamline lead generation by providing accurate, actionable prospect lists. Our service ensures a steady flow of qualified leads, targets the right decision-makers, enables personalized outreach, and maintains up-to-date data, helping sales teams save time, increase engagement, and drive predictable business growth.
B2B telemarketing & telesales
In business in Southeast Asia, a polite phone calls remains the fastest way to get clear answers. We use telemarketing for three main types of qualifications.
B2B video content production
Bring your brand to life with impactful B2B videos. Reachlane helps industrial and service companies across APAC create authentic, cost-efficient video content that builds trust, showcases expertise, and drives real business results. Based in Thailand, our team delivers versatile videos optimized for web, social media, and campaigns.
Customer record digitization with A.I
Customer record digitization offers significant advantages for B2B businesses, especially when it comes to searching through large amount of legacy customer forms, business cards, and other important documents previously archived. Sleeping data has value, if you now how to reactivate it!
Exhibition support & pre-event campaigns
Make your trade show presence memorable with a month-long campaign to increase awareness, interest customer and drive leads.
Paid social media advertising
Southeast Asia population spend more than 4 hours a day on mobile phone, and more then 2.5 hours on social media. Your customers are no exception, and if you would like to get attention of your prospect buyers, you may want to be visible on their social media feed.
