Channel Account-Based Marketing: Mid-Market Accounts

January 1st, 2018

Summary

Suppliers targeting mid-market accounts should utilize partners that can scale named-account marketing efforts across a wide range of accounts and regions. Suppliers should create a prioritized list of specific attributes that represent the best-fit partner and offer a selection of targeted marketing plays. To best serve mid-market accounts, suppliers and partners must divide responsibilities depending upon account and opportunity.

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