- August 11, 2023
- Posted by: lmwalsh
- Category: Primers
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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.
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