Best Practice Report

Keys To Engaging Value-Added Distributors

January 1st, 2018

Summary

When B2B suppliers fail to effectively engage and collaborate with value-added distributors (VADs) — distribution partners that offer programs and services that add value to the products they distribute — these partnerships fall short of their potential. Suppliers should establish consistent processes that trigger and guide engagement activities with their partners across multiple functions of both organizations. This report describes five program components — incentives, communications, processes, training, and relationships — that suppliers should use to successfully engage value-added distributor partners.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.