The Remaking of the B2B Distributor

January 1st, 2018

Summary

As B2B suppliers attempt to fill critical gaps in partner sales and marketing skills, they are turning to distributors for help. While generating ad hoc demand for partners isn’t new to distributors, many are challenged to do so in a repeatable, predictable way. A number of legacy supplier-distributor issues must be overcome, or the transformation of the distributor will fail.

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