Best Practice Report

Keys To Engaging Volume Reseller Partners

January 1st, 2018
Dara Schulenberg, null
Dara Schulenberg
With contributor:


When B2B suppliers fail to effectively engage and collaborate with volume reseller partners (e.g., direct market resellers, corporate resellers, e-tailers), these relationships 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 volume reseller partners.

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