What was the Return on Investment for Your
Partner Led MDF Programs Last Year?
Did you know?
Through Partner Marketing / MDF
programs are playing an increasingly
important role as Vendors rely on more
and more indirect channel partners to
drive not only top line revenue, but also
more complex portfolio based sales. Most
Partner Marketing / MDF programs are
conceptually designed to support through
Partner marketing initiatives, however
they generally lack Vendor metrics
around Return on Investment, joint lead
visibility and detailed program visibility.
The Current 1.0 Status Quo
The current “1.0” version of Partner Marketing / MDF programs have been around since the beginning of Channel time, they revolve
around the following standard components:
1) % of Sales based MDF fund accrual
2) Partner is responsible for creating activity and finding content
3) Pre-approval against selected “Activities”
4) Partner executes activity
5) Partner claims based on high level metrics, submits proof of activity
Shouldnʼt there be a few more pieces of data? What was the actual activity? What was the message delivered, how many
customers participated, who were those customers, how will they be followed up and will / did they actually buy?
The more difficult challenge for you to solve is your Channel Partners typically donʼt have dedicated marketing resources or if they do
they are stretched thin. If they also have to prepare content, messaging, find speakers, venues, prepare registration systems and
create / send event communications, then possibly the bottleneck in your program execution is partner resourcing. As in all Channel
based programs, youʼre fighting for mindshare at the Partner, it needs to be easy.
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Overall the funds allocated for Partner marketing / MDF programs generally will be
spent of activities that are often tracked at a very high level, with little or no
program metrics and no return on investment / sales outcomes data.
Program activity
Riverviewʼs “Rapid Pipeline” program
replaces static Partner marketing activities
such as e-mail campaigns
Through Partner Marketing/MDF 3.0
Riverview “Rapid Pipeline” program
What if you could shift the Partner marketing / MDF 1.0 paradigm and not only
drive more through Partner marketing with stronger pipeline outcomes, tracked
right through to Point Of Sale in your marketing campaign management? Or straight
into Salesforce.com
Riverviewʼs “Rapid Pipeline” program replaces static Partner marketing activities
such as e-mail campaigns and replaces them with direct end user touch events that
help drive your solution message directly to the customer. Letʼs face it, in todayʼs
environment, email campaigns (syndicated or stand-alone) as a lead generation tool
are almost dead, delivering results typically around <.01%.
Hereʼs how it works, we take the best elements of the traditional Event-in-a-Box
program, but combine it with services and systems to deliver the following:
1) Standardised Program Messaging
What we do
We take the best elements of the
traditional Event-in-a-Box program, but
automate and systemise them to produce
real pipeline deals and measurable ROI
Riverview takes your existing content turning it into “Themes” for Partner
based communication templates and presentation decks. Partners can
select different themes for content on demand, reducing their overhead of
creating content from scratch.
2) Program Management, Driving Partner Demand
We actually take responsibility to ensure your Partners sign-up to the
program and then work with the Partner to plan and execute a series of
events. We communicate regularly to ensure that they have everything
they need to hold their event, presenters (internal or Vendor), venue,
catering and marketing databases, checking in each step of the way. If
they donʼt, we can assist with what they require to make the event
actually run.
3) RPS, the Cloud Based Program Management System
Most Vendors lack the IT systems to manage their programs effectively or
How we can help you
arenʼt able to respond to program changes quickly. Riverviewʼs RPS is a
“Cloud Based,” on demand system that manages the entire program for
1) RPS, our Cloud-based Program
you. RPS manages each step of the way:
Management System
2) Driving Partner Demand to Events
Partner sign-up
3) Standardised Program Messaging
Post event information portal
4) Lead Tracking & Management
Reimbursement / claim requests
5) Partner Reimbursements
Email campaign marketing engine
6) Program & Event ROI
Partner event requests and creation
Registration reports for your channel team & the Partner
Jointly branded Partner & vendor event registration pages
Vendor & partner branded / customisable event communications
Partner customisable event information, registration and reminder e-shots
Daily/weekly reporting for the Partner and Channel & Marketing teams
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RPS is completely customisable and is delivered branded in your look & feel. Naturally, it can support an unlimited amount of local
languages and because the Partner can customise the end user communications and landing pages, you donʼt have to pay for
expensive localisation each event.
4) Lead Tracking & Management
Once the Partner event has taken place, the lead information from the registration process is syndicated into your marketing tracking
systems. If youʼre using Salesforce.com, we can create the campaign and assign the leads to the campaign on your systems, enabling
you to roll-up your channel marketing results. If youʼre not using Salesforce.com, we can manage the campaign and lead process for
you.
5) Partner re-imbursements
Riverview can provide a full Partner MDF claim re-imbursement service thatʼs integrated into your program workflow. Partners can
submit MDF claims against finished events for facility hire, catering printing or a general amount for successfully executing an event.
The claim can be approved by workflow to your team, or we can manage the approval process within a framework you specify. We can
reimburse in more than 40 currencies on your behalf with full per claim or per event reporting.
There are many elements to our Rapid Pipeline program, contact us for more information on how we can provide a bespoke program
designed to take your MDF Partner Marketing program from average to, decidedly world class.
Program
Management
Program
Management
Resources
Program
Measurement
Cloud Systems
Venues,
Catering
Logistics
Jointly
Branded
Micro-Site
Custom
Event
Information
Multilingual
Survey Engine
Full Program
Analytics
PO S
Matching
50
Program
Demand
G eneration
Manage 3rd
Party Suppliers
Customisable
Joining
Instructions
Email
Sending
Engine
Daily
Registration
Reports
Different
Program
Report Types
Results in
Salesforce.com
10
Partner
Marketing
Assistance
Local
Language
Multilingual
Automated
Reminders
Q uick MDF
Reimbursement
Different RO I
Metrics
Reported on
Contact us today
London
Sydney
Singapore
Riverview Channel Services
Riverview Channel Services Pty Ltd
Riverview Channel Services
EMEA Limited
Level 3, 122 Walker Street,
1 Raffles Place, Singapore
Regal House, 9th Floor
North Sydney NSW Australia 2060
048616 Singapore
70 London Road
ABN 57 135 397 698
Email: info@riverviewcs.com
Twickenham TW1 3QS
Email: info@riverviewcs.com
Phone: +65 6408 0506
Email: info@riverviewcs.com
Phone: +61 (0)2 8923 0600
Phone: +44 (0) 208 607 0930
www.riverviewcs.com