ZINFI Technologies, Inc.

Channel marketing automation streamlines partner recruitment, onboarding, training, enablement and performance management through scalable SaaS platforms that align ecosystem operations with strategic business objectives across global regions. Organizations deploying automation in structured stages achieve measurable efficiency gains and sustained competitive advantages. Managing indirect sales ch...

Inbound marketing is all about bringing in leads. Right? The whole purpose is to drive demand and begin communication with prospective buyers of your product(s) or services(s). In discussions of inbound marketing best practices , a lot of attention and strategy is aimed at driving more traffic to your website. Get more outreach, appeal to a broader audience and get the right people to come to you!...

Channel management through a unified lens aligns policies, people, processes, programs, and technology platforms. This scalable approach overcomes regional complexity and supports diverse partner types across global ecosystems. Organizations achieve sustainable growth through structured collaboration and data-driven decision-making across their networks. Global selling introduces tremendous variab...

Each of us knows what it feels like to receive a cold call and know that the caller is reading questions from a uninspired script. While from a process standpoint it makes sense to have a standardized example of what you expect from your callers, for maximum effectiveness we should always be looking for new ways to innovate and improve cold calling scripts . What many people fail to realize, howev...

When social marketing arrived in the landscape of sales, many thought that it was a phase or a fad that would eventually fade out. While the landscape will continue to evolve with social media innovations, I think it’s safe to say social marketing is here to stay. A huge majority of corporations are now deeply engaged in social marketing , and the funding and incentives to stay online are not goin...

B2B marketing has a reputation for complexity. Because B2B transactions occur between two businesses, with diverse groups of people on each side, B2B marketing requires some savviness to get decision-making parties on the same page. Unlike a traditional direct consumer sale, a good B2B marketing campaign will often deploy multiple touches and use multiple channels to communicate a relatively simpl...

What is the most important part of your job as a B2B marketer or business development professional in the tech space today? Generating leads! They are the lifeblood of your business model and the food that feeds your revenue pipeline. It’s a lot like a restaurant: Marketers get the public to take notice and walk through the front door, business development gets them to sit at the table and sales t...

The only thing that is consistent in the competitive landscape of the global marketplace is that things are constantly changing. While supply and demand will constantly shift, the one thing that won’t ever change is the need to implement strategic selling techniques. Strategic selling is about learning to focus your formal and informal initiatives to gain new business in your prospective market. W...

Over the last decade or so, a new category of software called partner relationship management software or PRM software has been evolving rapidly. What’s the primary driver behind this evolution? Organizations are recognizing the need to build a direct sales force that can increase their reach and drive sales at a lower cost. PRM software tends to address four basic areas of partner lifecycle manag...

Why is multi-touch marketing important? Customers today live in a complex buying world. They now have the option to buy in traditional brick-and-mortar stores as well as online, by phone, via social media and more. Making it easy for the customer to make a purchase has been taken to the next level. While this is great news for most consumers, it requires a new thought process in the world of marke...

Telemarketing has been around for decades, and everyone is very familiar with the dinnertime “Are you happy with your long distance service?” phone call. A proven technique for drumming up widespread sales and awareness, telemarketing has become a cultural norm. The evolution of marketing in recent years has marked the emergence of a new term, “inside sales,” that refers to a more focused, prospec...

Wouldn’t we all rather have customers willingly walk through our door instead of having to stand on the sidewalk and wave our arms for attention? Once upon a time, business had a solid advertising model to get an audience—you have a product, so you pay for print ads, billboards, television time and radio spots to get the word out. Commerce had to rely on well-placed advertisements to show up and b...

The very first thing that scares most people about sales is the initial cold call. Often it can turn away a potential salesperson before they ever get their feet wet in the business. Cold-calling can be hard! What if I told you that a few simple cold calling tips can be the difference between sinking and swimming? Give these tips a try. Start with a smile. Have you ever heard the expression, “You...

What is a partner portal ? What are the primary components of today’s partner portal ? Where does program content end and relationship automation begin? And why are so many systems needed to make it work (even though in reality we know that most of the elements of the partner portal don’t actually work well together)? In truth, most partner portals today require too much work and too much dependen...

Content marketing has become the cornerstone of marketing effectiveness, and content syndication provides amplification via an extended network. Organizations selling through the channel can reach an audience of unprecedented size if they put together a cohesive strategy to distribute relevant content for strategic audiences. Rising above the noise is very important, but so is building a content-b...

Leads, leads everywhere—but not a single one to close. Isn’t this what you hear almost every day from vendors and their partners? Vendors spend millions on end-user marketing to generate leads, while partners rarely follow up to close on them. That’s what a vendor would say. On the other hand the partners say, “Well, I never get a good lead from my vendor. How can I grow their business without dec...

Channel management varies significantly around the world due to market maturity and regional factors. Organizations must recognize how structure, culture, solutions, and visibility shape partner strategies. Adapting these critical elements enables sustainable global growth through effective indirect selling networks. Companies investing in unified partner management often overlook critical regiona...

Most vendors that are selling through the channel depend on their partners to generate demand instead of just relying on leads generated by the vendors. However, the sad reality is that the channel often remains as a fulfillment arm. Despite heavy investments that many vendors have made in channel marketing—particularly in automation and concierge services—most partners do not use marketing develo...

There is no doubt that channel management is complex. (For more on this, see our previous posts, 5 Myths of Channel Management and Challenges of channel management.) However, it’s made more complex when it is managed through a set of tools and systems that can easily be compared to a patched-up quilt. In many organizations, channel management systems actually consist of a hodgepodge of diverse sys...

As more and more companies add channel to their sales equation, the competition to reach the end user via channel has increased substantially. New partners enter the marketplace in the same way vendors do, but in the end what matters is having access to a group of successful partners who have been in business for a while. This is not easy without a structured channel management approach. That’s wh...

Content syndication transforms sales enablement by delivering the right materials at every stage of the buying journey. Organizations that map distributed content to specific sales process stages achieve higher engagement, faster conversions, and measurable revenue growth. Most B2B organizations today have deployed customer relationship management software to manage their sales pipelines. However,...

Over the past few decades, companies have invested considerable sums in building out an inside sales infrastructure. During this same period, we have also seen increases in demand for marketing automation. However, in many cases those two organizational investments have not come to fruition, and companies are asking whether they have the right investment mix to move forward as buying journey has c...

Many vendors today are deploying channel marketing software solutions to drive partner marketing activities. The goal for this class of software is to get partners actively engaged in various channel programs and enable them to drive demand generation activities. However, there are multiple options available in the market today from as many as 30 different vendors, which makes it very hard for an...

Vendors selling to a channel need to enable their channel partners to generate and drive channel partners. This has been a challenge for almost all vendors, whether they are selling to vendors or consumers. While partners are a great fulfillment arm, few of them generate enough leads to drive demand on their own. To address the problem more companies over the past few years have been deploying cha...

Over the last year or so, there has been much talk about another impending recession and how it could impact channel management. The recession theory is based upon historical trends, which suggest business cycles tend to last around five to seven years each. That means every five to seven years we experience some sort of a recession. Eventually the economy recovers, and then something else happens...