• Lead Generation • Lead Nurturing • MDF Dollars • Appointment Setting • MDF • Multi-touch • Attendance Generation • Google AdWords • Social Media • Multi-touch • MDF Dollars • Website Redesign • List Purchases • Email Marketing • Direct Mailings • Lead Generation • Lead Nurturing • Appointment Setting• Multi-touch • Attendance Generation • Google AdWords • MDF Dollars

Getting the Most from Your MDF DollarsWe’ll help you apply for and leverage your MDF

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www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com ©2013 eCoast Sales Solutions

Are You Utilizing the MDFs Available To You As A Reseller?A Sirius Decisions report states that in order to help drive demand generation, channel organizations spend between 35-54% of channel marketing budgets on programs for their partners. Of these programs, 80-90% are funded through proposal-based Market Development Funds (MDFs).

While it’s no secret that manufacturers have adjusted the way they distribute partner-funded programs, rest assured, there IS money out there for you to have. Also, trends are showing partner-driven demand programs are on the rise.

So, What’s the Big Problem Around MDF Programs?Successful MDF programs can drive revenue, produce increased awareness about your business, and, in some cases, offer incentives and rewards from the manufac-turer. Each year, approximately one billion dollars are made available to channel partners, but did you know an estimated 25% of the $1 billion in MDF available to the channel goes unclaimed each year?

After years of working with manufacturers and their channel partners, we find there are two common prob-lems around resellers and distributors accessing MDF Funds: Awareness and Participation.

Are you eligible to

participate in MDF

programs? Contact

your manufacturer

to find out.

Awareness of the Funds Don’t kick yourself for not knowing! Some manufacturer programs have sales tiers or quali-fiers in order to participate, so you should check with your manufacturer to see if you are eligible. Your manufacturer may also require you receive training or achieve certain levels of certification.

Co-op funding may be more readily available than MDF funds, as they’re usually allocated based on incentives or sales levels. They also don’t require much pre-qualification. MDF funds can be a little more challenging as the programs tend to be less defined and manufacturers rely on the partner to “propose” how to use the funds.

What Can MDF Funds Do For You?

Brand Awareness

Increase Sales

Create Leads

Strenthen Relationships

> > >

in MDF available to the channel

goes unclaimed each year.

$250M

Available MDF/Co-Op Programs

Lead Generation

The generation of buyer interest or inquiry into prod-ucts or services of a business.

Lead Nuturing

The building of rela-tionships with poten-tial clients even if they are not currently looking to buy.

Appointment Setting

The making of quali-fied appointments to develop sales leads and increase new client revenue.

Attendance Generation

To drive qualified prospects to events such as tradeshows, conferences, presen-tations and webinars.

Google AdWords

Keyword advertising system in which ads appear as “sponsored links” on the Google results pages.

Social Media Campaigns

The process of gaining traffic or attention through social media, i.e. blogging, Facebook.

Multi-touch Campaigns

Marketing campaigns that utilize multiple methods of reaching out to prospects.

Email Marketing

A form of direct marketing which uses electronic mail as a means of communi-cating to consumers.

List Purchases

Custom-targeted mailing lists based on geographic and demographic criteria.

Website Redesign

The process of revamping a website to keep it fresh, up-to-date, and user-friendly.

Direct Mailings

A form of direct marketing which uses mail as a means of communicating to consumers.

Market Development

Funds (MDFs)

range from sales

support to full-scale

marketing nurture

campaigns.

Manufacturers Want You To Participate In MDF When we talk to the manufacturers, the biggest chal-lenge heard involves getting their channel partners to participate in these programs!

To address some of the complexities around MDF proposals, more channel marketing teams are putting together prescriptive channel plays from which a partner can choose to simplify the process. These plays outline the marketing activity, cost, duration, components and deliverables. For those who are new to the MDF world, the idea of planning, executing and reporting ROI can be overwhelming, so manufacturers are also lining up

third party marketing and sales resources to help.

How Do I Get Started?Channel marketing teams have goals for field partici-pation, so the impetus is on your reseller organization to determine their eligibility and take advantage of the programs being offered to accelerate sales.

•Contact your manufacturers to learn about their MDF programs, and find out if you’re eligible.

•If you are not eligible, find out how to become eligible in order to participate.

If you are eligible for MDF, you will need to consider the parameters of your goal:

•What, specifically, are you hoping to achieve?

•How much money is available to you?

•How long are you expecting the program to last?

•How much involvement do you want with the execution of the program?

eCoast Can HelpSuppliers trust eCoast to manage their channel lead generation programs because of our proven record of helping their partners succeed. We’ll help you apply for, and leverage, all the resources they’ve made available to you for channel partner marketing programs.

eCoast’s depth of experience from managing tens of thousands successful partner programs means that we know how to ensure your success. Our demand generation services will drive demand for your business and build healthy sales pipelines to support your business goals. From appointment setting and lead qualification campaigns to content marketing and search engine optimization strategies, we fuel demand to grow your business. Vist www.ecoastsales.com/about-ecoast/contact for more information. Or call us at 1.877.766.7355.

Referenceshttp://www.launchinternational.com/blogs/2012/08/dont-waste-your-biggest-channel-marketing-asset/

www.ecoastsales.com 1.877.766.7355 sales@ecoastsales.com ©2013 eCoast Sales Solutions

We’ll help you apply for and leverage your MDF