Introw Glossary

Customer Acquisition Cost or CAC estimates the cost incurred by an organization to gain new customers.
In SaaS organizations, CAC is a crucial metric that indicates the cost on average that the organization incurs to convert a prospect into a paying customer.

It includes costs such as advertisement, content marketing, SEO, and branding.
Sales efforts such as salaries, commission, CRM solutions and even acquisition costs such as discounts and incentives for onboarding.

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Co-selling is a b2b partnership with a sales-driven approach in which two
or more companies work together to position and sell integrated or complementary solutions to a common customer base. Introw simplifies co-selling by making it seamless to collaborate with partners on a single deal. With a shared collaboration view and mutual action plans, everyone stays aligned. Plus, partners receive automatic Slack messages and emails, ensuring smooth communication and no missed updates.

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Co-marketing, also known as collaborative or partner marketing.

It is a strategic approach where two or more brands or organizations expand their reach
by pooling resources, expertise, and audiences to promote their products or services.

The core of successful co-marketing lies in aligning unique selling points and understanding
shared values between the brands. By working together, companies can create compelling joint campaigns,
cross-promotions, or bundled offers, enhancing the value for both brands and their audiences.

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A commission plan is the method by which a firm compensates its salespeople or channel partners for selling.
It usually entails paying a percentage of revenue or profit on each sale, encouraging salespeople to sell more.
Introw enables users to create custom commission plans, allowing partners to see their commissions transparently. This could help drive engagement and trust among partners while ensuring clear incentive structures.

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Channel sales is a B2B sales strategy where a parent company sells its products or services
through third-party partners rather than directly to customers.
This indirect sales model, also known as partner sales, allows businesses to expand
their reach by leveraging the resources, expertise, and networks of channel partners like resellers, distributors, and affiliates.
By using channel sales, companies can access new markets, increase their sales volume,
and scale more efficiently without heavily investing in direct sales efforts.

A channel partner is a standalone company that collaborates with another company to sell and market its product or service through indirect channels.

It is a sales model in which a company collaborates with another company to sell and distribute its products, thus expanding its reach beyond direct sales.

Channel partners can be resellers, distributors, or affiliates, and they can be rewarded with incentives like commissions or discounts for their service.

Introw helps channel partners by making marketing material readily accessible, monitoring performance,
and enabling real-time communication. It also helps in incentive management and offers training materials to
maximize the effectiveness of sales. This leads to increased cooperation and improved sales results.

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Channel management is overseeing and coordinating various sales and distribution channels to optimize a company's reach.

It’s about finding the right marketing techniques and sales strategies to connect with
target customers and deliver products or services effectively. This includes choosing the most suitable communication
methods and ensuring that each channel contributes to overall marketing goals.

Introw helps with channel management by improving communication, tracking performance, and supporting collaboration.
It enables businesses to manage partner relationships, incentives, and training more effectively. This leads to better sales and greater reach.

Channel conflict is any disagreement, argument, or other kind of issue that arises between
two or more channel partners in a distribution channel network.
Since there are various distribution channels competing against one another to sell,
this would create conflict or competition among retailers, wholesalers, manufacturers, or agents.
Introw offers collaborative tools by which various channel partners can work together on joint promotion programs,
sales targets, and advertising initiatives. Introw's tools foster cooperation, not competition, and therefore less conflict. CRM integration with Introw provides a visual representation of opportunities, allowing for quick decision-making on who can sell to a prospect, ultimately reducing channel conflict.

This could be a game-changer for sales teams, ensuring clarity and avoiding duplicate efforts.

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