Go Where Your Target Audience Hangs Out

Find the communities and groups on LinkedIn that match the industries of your potential customers, "and engage in conversations in these groups," says Samara Halterman, marketing director for Groupware Technology of Campbell, Calif., No. 93 on CRN's Solution Provider 500. Taking that a step further, she adds, "comment on topics that will demonstrate your company’s capabilities as a solutions provider."

Another tip from Halterman: Follow influencers in your target industries.