Finding success in today’s competitive market is not just about creating a high-quality product or service, but also about effectively getting it into the hands of customers and the supplier organization’s partners. This makes the evaluation and selection of the right distributor or combination of distributors critical to the success of most current B2B business models. In this report, Forrester presents a stepwise process for evaluating distributors that ensures selection accuracy and mitigates the risk of making a bad selection decision.