Channelnomics Primer: Creating a Distribution Assessment Scorecard

Periodically assessing distributors gives vendors insights into the capabilities, value propositions, and strategy alignment of their two-tier partners.

Distribution is indispensable for facilitating channel sales, expanding market coverage, and mitigating go-to-market risk. Distributors bring various capabilities and resources to the go-to-market equation, providing vendors with value through cost mitigation and incremental revenue increases. Distributors perform roles that vendors don’t want to perform or can’t execute without incurring a heavy fixed cost.

Read the rest of the primer at our CiQ Page.

Not a CiQ member? click here.

This website uses cookies and asks your personal data to enhance your browsing experience.