Summary
Distributors hold the key to driving demand and interest with sub-resellers that offer solutions across many buyer segments. As distributors evolve their ability to sell and market, channel programs must be built to leverage new capabilities. An effective coverage model led by a competent distribution channel manager is key to balance the right mix of support. In this report, the first in a series on coverage models for various partner types, we present a coverage model and key competencies for suppliers seeking to optimize the management of B2B distributors.
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