Channel Enablement And The B2B Distributor

Suppliers are often challenged to deploy cost-effective, scalable support efforts for partners. For a comprehensive partner coverage plan, suppliers can turn to distributors to ensure they have the right sub-resellers with the right skills covering the right markets. As suppliers expand sales through smaller partners, distributors act as a proxy for the supplier in providing enablement programs to, through and for partners.

Suppliers with large numbers of partners often struggle to transfer the necessary knowledge to enable partners to sell successfully. When smaller partners that collectively account for a significant share of a target market fail to absorb enough product or solution expertise to represent a supplier effectively, revenue growth is inevitably compromised. In this report, we explain how suppliers can join forces with distributors to help smaller partners acquire the knowledge and skills they need to close more deals.