Vendors who go to market through the channel often struggle to understand why their partners' marketing efforts do not hit the mark. This guide will outline how vendors can improve the effectiveness of their partners' marketing enablement, and how they can develop marketing certification programs by equipping partners with product training and marketing automation tools, to educate and enable partners to be successful. Partners should be taught to identify and meet the buyer’s information requirements during each stage of the buying process and improve the performance of partner-led demand creation, for maximum output.