Going Global 101: How Your Competition Can Be Your Best Resource

August 20, 2019 | 94 views

Lace-up your sneakers and step up to the starting line: you’re ready to reach countless customers in new markets.  You’ve secured your spot in the Global Marketplace (whether by default or design).  But before you sprint away, take a good look around you. You are not alone in this race. You are one of thousands of companies going for that global gold. Yes, that means more competition. But more competition also means you have more companies to learn from. An important part of your globalization strategy should be regular and thorough analyses of talent. You should even—perhaps especially—take note if that talent comes from your competitors.

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We build strategies that will drive qualified leads to your website, using inbound marketing. Our mission is to help businesses succeed online by focusing on a quality website that is designed specifically to the demographic of the user. We employ the latest tools and techniques to build websites that are intuitive and enhance the user experience. (UX) Call us today to take advantage of our free no obligation consultation, and/or a free competitor analysis-stop wondering what your competitors are doing online-Know!

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CHANNEL PARTNERSHIPS

Fundamentals of Distribution Marketing

Article | July 29, 2022

Are you looking to expand into new markets, boost your sales pipeline, and increase conversions? Whatever your business growth objectives are, a distribution partnership is your answer to all of them. Why are distributors becoming a vital component of business expansion strategies and what is the importance of distribution in marketing? Let us take a look. Distribution Marketing Channels: Achieving More with Distribution Partners The process of making a product or service available to a consumer through a direct channel such as a manufacturer or an indirect channel such as a distributor constitutes a distribution marketing strategy. B2B marketers decide on which type of distributor channel they want to use based on their product and the revenue targets they have in mind. Global suppliers have eroded margins and created an explosion of products catering to even the tiniest market niches. They have disrupted local markets. Consequently, sophisticated logistical systems have been developed to shorten delivery times. Businesses have expanded their distribution network to get closer to their B2B clients. The following statistic says a lot about why B2B businesses are keen to embrace distribution marketing and develop their indirect distribution network. 75% of the world’s commerce is transacted indirectly, meaning goods are sold through distribution channels. (Source: Forrester) In this article, we will be focusing on distribution partners, as channels of distribution marketing, and how they are creating a foundation for businesses like yours to expand and grow while helping you bring your products to your target customers. Distribution Marketing Strategy: Types of Strategies & Things to Consider B2B businesses embrace a new channel of distribution marketing or improve their existing one based on their marketing and management requirements. You can consider going down the same road if you have a new customer segment in mind, are planning to release a new product or want to aggressively grow your revenue. Here are the broad types of distribution in marketing: Direct channel: A direct sales channel is any company or manufacturer that creates its product and sells it directly to customers without the involvement of third parties or intermediaries. The product is sold through a shop, online channels, door-to-door or through any other method. Indirect channel: An indirect sales channel is comprised of—distributors, wholesalers, retailers, and VARs (value-added resellers)—who sell products made by other companies. At times, there may be more than one middleman between the consumer and the product’s producer. Apart from these two main strategies, there are other specialized strategies that fall under these categories, like exclusive distribution, intensive distribution, selective distribution, dual distribution, and reverse distribution. Of these strategies, manufacturers use the product distribution strategy that suits their product and revenue goals the most. Consider the following factors when planning your distribution strategy in marketing: The Type of Product You Sell Your distribution channel marketing strategy should depend on the type of product. Purchase decisions that customers make are classified into three types: routine, limited, and extensive, based on the number of times businesses buy a product, its cost, and the time taken by the customer to make a purchase decision. Capitalize on this information and decide on the strategy that will work best to position your product. Customer Base Based on the types of purchase methods that your target demographic may use, where they make their purchase decisions, and what kind of technology influences them, you need to choose your distributor. Ensuring that your customer base gets access to your product based on its preference is crucial to attracting customers to make a purchase. Logistics and Transportation Whether you sell a software product to streamline business processes or spare parts that automobile businesses require, your product needs to reach your end user safely and on time from locations where your distributor stores it. Understanding a prospective distributor’s logistics and transportation capabilities should be a priority while finalizing a distribution strategy in marketing. Focus on cost-saving and increasing revenue while choosing your distributor. A Strong Game Plan & Bigger Market Reach with Distribution Partners Product, place, price, and promotion are the four Ps of marketing. A B2B company cannot successfully sell its product or service unless it determines its four Ps. This is where distribution comes in. It is the ‘place’ part of every marketing strategy. Distributors are channel partners who are experts at getting your products into as many markets as possible as quickly as possible so that they can be used by end customers. There are tactical and logical advantages to having a strong distribution partner network. Let us explore them in brief. You Can Focus on Your Expertise Your expertise lies in creating the product. Setting up a sales system to facilitate end customers doesn’t categorically fit your skillset. With the help of a good distribution partner, you can limit your sales risk and use your time and resources to make your manufacturing processes and techniques more efficient. Streamline Market Expansion Selling to a new geographical market with the help of a distribution channel partner who has an established retail network can instantly get you more leads and boost your sales. Especially when entering a new international market, you can trust your distribution partner to take care of international trade law compliance, shipping and customs laws, and the culture of the new market. Limited Involvement in Customer Service Distribution marketing reduces your involvement and investment in customer service considerably. All you need to do is be in touch with your distributor partner. You don’t have to think about exercising administrative duties and investing in operations because your distributor will be your face while dealing with end customers. Distribution Partners Fire-up Your GTM Strategy In your go-to-market strategy (GTM), your distribution partners can market your product to large numbers of geographically dispersed customers. Distributors, especially VARs customize your product and complement it with prompt support and specialist services. Here’s how you can go-to-market confidently with the help of distribution partners: After you segment your target market into customers and prospects, identify which of these segments you can reach with the help of distributors. They can utilize their customer base to get you sales in territories with good sales potential. Distributors with experience can cover the market sectors you want to target. Choose distributors who do not market products that compete with yours. To get the most out of the channel partnership, describe the market opportunities for the distributors and talk to them about what you expect and what you need from them. Decide on whether you want to share marketing rights with distributors. Create solid and binding commercial terms such as stock levels, discounts, selling prices, and marketing support beforehand so the distributors are motivated to give their best to sell your product. Distributors develop sales and marketing plans, provide support in the form of marketing collateral, funds, or marketing campaigns. To support their efforts, run marketing campaigns that target your customers and promote your distributor network. Communicate the advantages of buying from your authorized distributors so that you can create and maintain sales leads for your entire distributor network to make your GTM a success. Distribution Management: Refining Distribution Partner Performance Just as it is important to set up a distribution network, it is also important to manage it, optimize it through consistent efforts, and make sure it is a smooth-functioning ecosystem. Managing distribution businesses can empower your distribution teams to manage distributors and the way they sell your product. They can also enable partners to do more for the sales. Distribution management can be streamlined using a distribution management system (DMS). With the help of the following features, this platform helps you run your distribution network well: Partner Recruitment Easily deploy partner recruitment campaigns through single or multiple distributors. Target specific groups of partners through these campaigns to get them involved. Partner Onboarding Help your distribution partners bring on channel partners for short-term channel programs with high returns and low costs. Partner Training Enhance partner competency and development using partner training through the DMS system. Pipeline Management Keep track of how each distributor contributes to your pipeline growth and engage with distributors to increase revenue. Partner Enablement Use your distribution partners to drive multi-partner demand generation activities with co-branded content that your channel marketing teams create. Partner Incentives Deploy partner incentives to motivate distributors and partners they manage. Review their performance and approve their claims. Performance Optimization Get insights into how distribution partners are selling through business analytics and reports so you can accelerate sales, and in turn, boost your revenue. When you use a good distribution management system, you can manage multiple stakeholders, including resellers, distributors, and partners, along with your internal marketing, sales, and finance teams. Your distribution teams can look at sales through distributors and forecast future performance and partner pipelines. They can also use the system to run different programs and campaigns to meet the changing needs of their business. A U.S. Manufacturer Uses ZINFI Platform for Efficient and Effective Channel Marketing VERSATEX, a PVC building products manufacturer, used ZINFI’s partner portal to streamline its marketing so its partners could be more engaged. "We are using the ZINFI portal as our VERSATEX CRM, and it's been working out amazingly. We can track how the salespeople in the field are selling and quickly determine what's working and what's not," said Cassidy Huff, Channel Marketer at VERSATEX. Summing it Up A distribution strategy can revolutionize the way you sell your product in different markets. With the correct distribution channel and strategy, your product can reach your buyer considerably more quickly and help you achieve your revenue goals. FAQ What is a distribution channel? A distribution channel is a network of intermediaries like distributors, wholesalers, retailers, manufacturers, and VARs that a company uses to get its product to its end user. What is the impact of distribution management on business? Efficiently managing distribution partners boosts company sales and profitability as it helps businesses streamline how fast and efficiently they distribute their products in the market. What is the difference between direct and indirect distribution channels? In a direct distribution channel, a company allows its manufacturer or service provider to deal directly with the end customer, whereas in an indirect distribution channel, a company relies on a network of distributors, wholesalers, and retailers to sell its products.

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CHANNEL PARTNERSHIPS

Kentucky Teen Once Subject of Viral Video Warns Republicans of 'Outrage Mob'

Article | August 16, 2022

A Kentucky teen who became the subject of a viral video after an incident during a class field trip to Washington, D.C., warned viewers of the Republican National Convention Tuesday of an "outrage mob" that threatens to silence conservative viewpoints. After Nick Sandmann attended the March for Life anti-abortion rally with his former classmates from Covington Catholic High School in January 2019, a cellphone video of a close, face-to-face interaction between the students and a Native American demonstrator spread quickly online.

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MARTECH

How Community Coalitions Are Bridging the Digital Divide

Article | September 22, 2022

Across the country, local networks known as Education Innovation Clusters (EdClusters) are bringing together partners and resources to meet urgent needs and envision a new future for teaching and learning. Many of these efforts are rooted in long-standing partnerships across sectors and institutions. As COVID-19 disrupted the lives of students, educators, and families earlier this year, EdClusters sprang into action, leveraging their capacity and reach in ways their networks were uniquely ready to do. Their collective efforts are meeting a range of needs—from internet access to devices to social-emotional supports. As schools prepare for uncertain and complex reopenings, we turn to Kansas City and Rhode Island for powerful examples of community in action.

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How Educators Kept Students on Track During Remote Learning

Article | August 21, 2020

This spring, COVID-19 led administrators across the country to close school buildings and support students learning from home. We asked three educators about how they handled this disruption and found creative solutions to keep students motivated and engaged using the online literacy program, Reading Plus. We looked at what we had at our disposal that would help with reading, the overall environment, and engagement. In the past, we used Reading Plus as an intervention. We considered how we could utilize it with more students during distance learning.

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Spotlight

media junction

We build strategies that will drive qualified leads to your website, using inbound marketing. Our mission is to help businesses succeed online by focusing on a quality website that is designed specifically to the demographic of the user. We employ the latest tools and techniques to build websites that are intuitive and enhance the user experience. (UX) Call us today to take advantage of our free no obligation consultation, and/or a free competitor analysis-stop wondering what your competitors are doing online-Know!

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Lionbridge Augments Artificial Intelligence Offering Through Acquisition of Gengo and Gengo.ai

Lionbridge | January 16, 2019

Today, Lionbridge, one of the world’s most trusted global communications platforms, announced its acquisition of Gengo, a Tokyo-based, leading edge technology company providing crowdsourcing, machine learning and localization services to global customers. Lionbridge has a 20-year history of leveraging its 500,000 linguistic experts to help the world’s largest companies expand their businesses on the global stage by providing machine learning data to make their platforms and products smarter and create content for a variety of industries. The acquisition of Gengo will strengthen Lionbridge’s position in the machine learning and content relevance markets. This purchase includes Gengo.ai, the company’s platform that provides AI training-data services delivered by a fast and efficient crowdsourced network of highly specialized contributors. “Gengo is a key acquisition for us that immediately complements our core strategic initiatives,” said John Fennelly, Lionbridge CEO. “It will accelerate our ability to penetrate new markets in the artificial intelligence space; it bolsters our human capital pool by bringing an extremely talented team assembled by Matthew Romaine into our company; and Gengo’s advanced technology platform will become a key part of our localization delivery system. In addition to those very tangible benefits, we’ll add to our already formidable capabilities in Asia, and this will give us a deeper set of technology tools to increase our market share in the local games and life sciences markets.”

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Lionbridge Wins Employee Engagement Award from The Conference Board

Lionbridge | July 10, 2019

Lionbridge, the world's most trusted global communications platform, is pleased to announce that it has won the Technology division award for Employee Engagement in the Conference Board's Excellence in Marketing & Communications Awards Program. This prestigious program honors organizations for their innovative use of communications technologies. Last year, Lionbridge developed a new intranet known as The Bridge to help its more than 6,000 employees around the world live out its mission to break barriers and build bridges. The Bridge has supported the change management and transformation of Lionbridge by reenergizing and reengaging the global "Pride." It has created a direct feedback loop between senior management and a global workforce and improved communication and collaboration across departments and countries. "Each year, we highlight how organizations across different industries have achieved their goals through their integration of innovative technologies into their communications and marketing strategies," said Jen McClure, Principal Distinguished Fellow at The Conference Board's Marketing & Communications Center, and Chair of the Center's awards program. "We are very pleased to honor and showcase the pioneering work of Lionbridge as part of this year's awards program."

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Lionbridge Again Named One of America's Best Employers by Forbes

Lionbridge | April 17, 2019

Lionbridge Technologies is proud to announce it has again been named one of America's Best Employers by Forbes, which also recognized Lionbridge as a Best Employer for Women in 2018. The 2019 list recognizes organizations across a variety of industries that employ more than 1,000 people in the U.S. Working with Statista, Forbes deployed an independent survey to a representative sample of the US workforce and reached more than 50,000 employees overall. The rankings were mainly assessed based on the likelihood that an employee would recommend their employer to friends and family versus recommend a different employer. Other questions included inquiries about company culture, career development, gender equality, and compensation. "Our foundational priorities are our people and customers," said John Fennelly, CEO of Lionbridge. "We're very proud of the progress we've made in creating an environment that allows our talent to expand their skillsets and interests. This has also helped us accelerate our innovation efforts." Ann Lazarus-Barnes, Lionbridge's Chief People Officer, said the award is a testament to the company's dedication to its employees. "Our community's strength is an immeasurably important part of our success and we are always on the lookout for the best and brightest to join us," she said.

Read More

Lionbridge Augments Artificial Intelligence Offering Through Acquisition of Gengo and Gengo.ai

Lionbridge | January 16, 2019

Today, Lionbridge, one of the world’s most trusted global communications platforms, announced its acquisition of Gengo, a Tokyo-based, leading edge technology company providing crowdsourcing, machine learning and localization services to global customers. Lionbridge has a 20-year history of leveraging its 500,000 linguistic experts to help the world’s largest companies expand their businesses on the global stage by providing machine learning data to make their platforms and products smarter and create content for a variety of industries. The acquisition of Gengo will strengthen Lionbridge’s position in the machine learning and content relevance markets. This purchase includes Gengo.ai, the company’s platform that provides AI training-data services delivered by a fast and efficient crowdsourced network of highly specialized contributors. “Gengo is a key acquisition for us that immediately complements our core strategic initiatives,” said John Fennelly, Lionbridge CEO. “It will accelerate our ability to penetrate new markets in the artificial intelligence space; it bolsters our human capital pool by bringing an extremely talented team assembled by Matthew Romaine into our company; and Gengo’s advanced technology platform will become a key part of our localization delivery system. In addition to those very tangible benefits, we’ll add to our already formidable capabilities in Asia, and this will give us a deeper set of technology tools to increase our market share in the local games and life sciences markets.”

Read More

Lionbridge Wins Employee Engagement Award from The Conference Board

Lionbridge | July 10, 2019

Lionbridge, the world's most trusted global communications platform, is pleased to announce that it has won the Technology division award for Employee Engagement in the Conference Board's Excellence in Marketing & Communications Awards Program. This prestigious program honors organizations for their innovative use of communications technologies. Last year, Lionbridge developed a new intranet known as The Bridge to help its more than 6,000 employees around the world live out its mission to break barriers and build bridges. The Bridge has supported the change management and transformation of Lionbridge by reenergizing and reengaging the global "Pride." It has created a direct feedback loop between senior management and a global workforce and improved communication and collaboration across departments and countries. "Each year, we highlight how organizations across different industries have achieved their goals through their integration of innovative technologies into their communications and marketing strategies," said Jen McClure, Principal Distinguished Fellow at The Conference Board's Marketing & Communications Center, and Chair of the Center's awards program. "We are very pleased to honor and showcase the pioneering work of Lionbridge as part of this year's awards program."

Read More

Lionbridge Again Named One of America's Best Employers by Forbes

Lionbridge | April 17, 2019

Lionbridge Technologies is proud to announce it has again been named one of America's Best Employers by Forbes, which also recognized Lionbridge as a Best Employer for Women in 2018. The 2019 list recognizes organizations across a variety of industries that employ more than 1,000 people in the U.S. Working with Statista, Forbes deployed an independent survey to a representative sample of the US workforce and reached more than 50,000 employees overall. The rankings were mainly assessed based on the likelihood that an employee would recommend their employer to friends and family versus recommend a different employer. Other questions included inquiries about company culture, career development, gender equality, and compensation. "Our foundational priorities are our people and customers," said John Fennelly, CEO of Lionbridge. "We're very proud of the progress we've made in creating an environment that allows our talent to expand their skillsets and interests. This has also helped us accelerate our innovation efforts." Ann Lazarus-Barnes, Lionbridge's Chief People Officer, said the award is a testament to the company's dedication to its employees. "Our community's strength is an immeasurably important part of our success and we are always on the lookout for the best and brightest to join us," she said.

Read More

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