The key to success with content is relevance. Marketers understand this and create considerable amounts of content to generate leads. A Channel Partner's Sales people can leverage this tactic and use it to create a deeper relationship with their prospects.
In fact, sales has an advantage with content marketing as they sit on the front line of customer interaction and generally have a better idea of what their prospects would consider to be the type of relevant material that wold progress the prospect through the buying cycle.
This white paper reviews content marketing, examines the various types of content to use at specific stages of the buying cycle and provides examples of how content can be aligned so that it is well received by different audiences.