Discover how to master marketing with partners with a holistic approach that aligns with the different stages of the buyer’s journey and leverages your partners' unique strengths. Learn practical tips for establishing clear objectives, customizing content, and fostering collaboration to drive co-marketing success. Join the conversation and share your best practices with the EQ Selling community.

Strategic partnerships have become a driving force for growth and success. At EQ Selling, we believe continuous sales performance improvement requires a holistic approach. Understanding the intricacies of the buyer’s journey and tailoring your efforts to align with your partners’ marketing capabilities can create a powerful synergy that drives increased revenue for both you and your partner.

Our training and coaching services provide a great foundation, and this page will point you to additional resources that will help your team continue to refine and perfect their partnering skills.

Welcome to the Partnership Path podcast, a space where your partner management challenges are transformed into insights and your expertise is celebrated. In our podcast, we explore the intricacies of marketing with partners, providing practical tips and strategies for achieving success.

Marketing with Partners: A Multi-Faceted Approach

One of the key themes discussed in one of our episodes is the importance of understanding the different phases of marketing and aligning efforts with your partner’s marketing maturity level.

Effective marketing with partners demands a balanced and multi-faceted strategy that addresses the different stages of the buyer’s journey while seamlessly integrating with your partners’ varying marketing strengths and capabilities.

Setting clear objectives, leveraging internal marketing expertise, customizing content, and fostering collaboration can pave the path to co-marketing success.

 

The Buyer’s Marketing Journey: A Three-Stage Roadmap

Ultimately, the goal of co-marketing with a partner is to generate viable sales leads that can then be converted into successful sales. The customer or buyer’s journey can generally be divided into three distinct phases:

      1. Attract Stage: This initial stage is where potential customers become aware of your existence and your brand – either yours or the partners or both. The goal here is to introduce your collective brand and “attract” or create initial interest through captivating content and compelling messaging.
      2. Educate Stage: At this point, prospects are aware of your brand and are beginning to explore what kinds of specific business problems your collective solution solves. Your marketing efforts should aim to educate and inform, providing valuable insights and resources that position your solution as a viable solution for their business challenges.
      3. Engage Stage: Here, potential customers are ready to more deeply explore your solution to their business challenges as something unique. Your content should provide detailed, persuasive information that addresses their concerns, highlights the benefits of your solution, differentiates your solution from your competitors, and ultimately guides them toward wanting to engage with you on a deeper level (i.e., enter into a sales engagement or evaluation)

Thoroughly understanding and addressing each stage of the buyer’s journey ensures that your co-marketing efforts are aligned, cohesive, and impactful. This strategic approach not only enhances the customer experience but also increases the likelihood of successful conversions and long-term customer loyalty.

Marketing with Partners

Balancing Different Marketing Needs

Our podcast highlights a common co-marketing pitfall: co-marketing initiatives with partners often focus too heavily on one stage, neglecting the others.

This imbalance can hinder the overall success of your co-marketing efforts, as your co-marketing content and efforts may fail to meet the customer where they are on their marketing journey.

To overcome this challenge, it is essential to collaborate with your partners and align your strategies to ensure a cohesive and comprehensive marketing approach that resonates with your target audience at every touchpoint.

 

Tailoring Your Approach: Adapting to Your Partners’ Marketing Maturity

Just as the buyer’s journey varies, so do the marketing capabilities and maturity levels of your partners. Mastering the art of co-marketing success hinges on a deep understanding of these differences and the strategic customization of your approach.

      • Marketing-Mature Partners: Established, often larger, organizations often have mature marketing departments with well-defined strategies and clear goals. When partnering with these entities, it’s crucial to align your efforts with their existing marketing initiatives and leverage their expertise and resources.
      • Marketing-Novice Partners: Other partners may require more guidance and support in developing and executing their marketing strategies – either due to their size or simply due to their lack of marketing expertise. In these cases, your role may involve providing educational resources, templates, and hands-on assistance to help them effectively promote your joint offerings.

Recognizing and adapting to your partners’ unique marketing strengths and challenges helps foster a collaborative environment that empowers both parties to achieve their shared goals.

Tips for Successful Co-Marketing with Partners

      1. Establish Clear Objectives: Before launching any marketing campaign, clearly define what you aim to achieve. Are you raising awareness, nurturing leads, or creating sales opportunities? Align your objectives with your partner’s goals to create a cohesive and impactful strategy.
      2. Leverage Your Marketing Team’s Expertise: Utilize the resources and knowledge within your marketing team. They can help segment your content into appropriate categories, provide assets that support your partner’s efforts and offer valuable insights into effective marketing strategies.
      3. Co-Brand and Customize Content: Whenever possible, co-brand or customize content to make it relevant to both your solution and your partner’s services. This helps create a cohesive message that resonates with the target audience and reinforces the value of your partnership.
      4. Educate and Collaborate: Ensure that both your team and your partner’s team understand the different stages of the buyer’s marketing journey and how to tailor marketing efforts accordingly. Regular communication and collaboration are key to aligning strategies and fostering a seamless co-marketing experience.
      5. Measure and Optimize: Continuously monitor and analyze the performance of your co-marketing campaigns. Gather data on metrics such as website traffic, lead generation, and conversions. Use these insights to refine your strategies, optimize your efforts, and consistently deliver value to your target audience.
Marketing with Partners

Fostering Collaboration and Continuous Improvement

In our podcast, we discuss how successful marketing with partners is an ongoing journey that requires continuous collaboration, adaptation, and improvement. We encourage open communication and feedback loops with partners and to be willing to adjust strategies based on their insights and experiences.

Remember, successful co-marketing with partners is a collaborative endeavor. It requires clear objectives, leveraging internal expertise, customized content, and continuous education and collaboration. By following these principles and all the tips we shared in our podcast series you can remain adaptable to the ever-changing landscape, and forge lasting partnerships that deliver exceptional value to your customers and sustain long-term success.

Share Your Experience

We want to hear from you! How have you navigated the complexities of co-marketing with partners? What tips and best practices have worked for you? Share your experiences and insights with our community. Your feedback can help others overcome similar challenges and achieve greater success in their partner marketing efforts.

Join the Partnership Path Podcast Community

Join the conversation and share your tips and best practices for successful partner marketing. Your insights can make a difference and help others in the Partnership Leader community. Let’s continue to learn and grow together on this partnership journey.

Conclusion

Mastering co-marketing with partners requires a holistic approach that aligns with the different stages of the buyer’s marketing journey and leverages the strengths of your co-marketing strategies. By establishing clear objectives, customizing content to fit your partner’s unique capabilities, and fostering continuous collaboration, you can create a powerful synergy that drives sales performance and delivers exceptional value to your customers.

Remember, successful marketing with partners is a journey of continuous improvement and adaptation. Share your experiences and insights with us and the EQ Selling community to help others navigate the complexities of marketing with partners and achieve greater success together.

John Rudow

Founder, EQ Selling™

John’s 18-year leadership at EQ Selling™ has transformed sales training for the world’s leading high-tech organizations. Moving away from outdated traditional classroom tactics to an emotional intelligence-driven method, he and his team equip sales and channel partner managers to inspire lasting behavior change and achieve peak performance.

Contact us today to learn how we can assist you and your team.

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