5 Key steps to B2B channel development
When developing a B2B channel, 5 key indispensable steps must be taken to ensure success:
1) Design a complete channel marketing strategy, combining a newsletter campaign with social media
2) After research and marketing feedbacks, differentiate which people have shown interest to work with you and which haven't but you are highly interested in.
3) Prepare a win-2-win offer to your potential partners.
4) Do a sales mission to meet potential partners in person and discuss agreements.
5) Sign partnership contracts first with those partners who can position your product/services on their base clients or open projects
It is also important to have clear within your strategy which geographical areas can result more profitable if penetrated first. This way you focus on those which have highest immediate profitability and guarantee net ROI of your development activities.
Are you planning to develop abroad but it seems risky? At IBCC we can prepare you a market study that will include a SWOT analysis, specific industry information and a potential ROI report to help you evaluate if a market can be good. We can also assess you in building your strategy and organize a B2B sales mission so you can sign new partnerships right away.
