Technology And The B2B Distributor

When automating processes, suppliers are challenged to find better ways to support their extended partner networks. Distributors are leveraging a variety of technologies to improve productivity, including learning management, marketing automation and partner relationship management. Suppliers and distributors must join forces to optimize the deployment and impact of channel technology solutions.

Technological cooperation is required in the B2B sales and marketing channel. To compete successfully, suppliers need to invest in new technologies to market and sell more effectively through their partners — but they also need to leverage the technology investments made by distributors, who provide access to extended networks of sub-resellers. In this report, we examine how suppliers are leveraging distributors’ technology investments to manage their entire channel in a systematic and scalable fashion.