Your MarketScale channel thrives when the content creators are those whose business truly relies on it. This includes your internal sales team and external channel partners, not just the marketing team. These groups have a genuine need for content. Here's how to effectively pitch to each group and set up the platform so they can produce content on brand without constant oversight.
Pro tip: Pre-populate the Brand Book, Sales Team Materials, and Saved Orders before granting access to a new team. This approach allows for decentralization without losing brand control.
Identifying Key Teams for Your Channel
Focus on two primary groups: your internal sales team and your external channel partner ecosystem, which includes integrators, dealers, resellers, and third-party reps. These groups understand the importance of content. They lose deals without personalized follow-up videos, walk-throughs, or compelling content. MarketScale provides them with a tool to quickly produce these assets, ensuring they are on brand and ready to send.
Pitching to Your Sales Team
Sales teams are always on the lookout for tools to close deals. Present MarketScale as a valuable addition to their toolkit, offering personalized follow-up videos, product walk-throughs, basic customer education, and deal-closing content. They can capture content on site with customers, at trade shows, or from their desk. All content is on brand, ready to send quickly, and works for them even when they're off the clock. This is a practical tool that helps them secure deals.
Pitching to Your Channel Partners
Channel partners are even easier to engage. Offer them a co-branded MarketScale channel as part of your subscription, free of charge. They gain a hub for content that advances their sales conversations and boosts their brand recognition. You benefit from a direct content relationship with partners who sell more of your products. Manufacturers can showcase products, while integrators and resellers display real installations. This creates a co-marketing flywheel that benefits everyone.
Appointing a Trusted Admin
When onboarding a new team, appoint at least one person as an admin. They will have access to the Brand Book, which contains essential branding elements needed for content creation. The admin can also manage Saved Orders that standardize content style. This approach decentralizes content creation without losing control. Trust one representative per team to maintain standards, while others create within those guidelines.
Preparing the Platform for New Teams
Before granting access to a new team, build out the Brand Book with their logos, colors, and fonts. Include finished content examples in Sales Team Materials to demonstrate quality standards. Create Saved Orders for preferred edit styles. This preparation serves as a guide. When a sales rep or channel partner accesses the platform, they see approved content examples and templates, enabling them to create on-brand content independently. Skipping this step could lead to content requiring significant rework.
Pilot with One Team This Quarter
Select the sales team or channel partner most prepared to start creating. Develop their Brand Book, add five finished content examples to Sales Team Materials, and set up two or three Saved Orders for commonly used edit styles. Appoint a trusted team member as admin. Conduct a 30-minute kickoff call to guide them through quality expectations. The initial content may need minor adjustments, but the team will soon operate independently.
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