Best Practice Report

Channel Partner Recruitment And The B2B Distributor

May 11th, 2018

Summary

Outsourcing new partner recruitment to two-tier distributors can be a viable option for many suppliers. However, if a supplier does not uphold its commitment to due diligence, the supplier ends up with subpar channel partners at an extra price. In this report, we focus on four specific stages of the Forrester Channel Recruitment Waterfall to explain how suppliers can effectively leverage their distributors to recruit the most productive resellers.

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