Trends Report

The State Of B2B Distributors: Debunking The Old Myths And Examining New Realities

Is It Time To Reevaluate Your B2B Distribution Strategy?

March 28th, 2024
Stephanie Sissler, VP, Principal Analyst
Stephanie Sissler VP, Principal Analyst
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst
With contributors:
Joe Cicman , Christina Schmitt , Mike Pregler , Mallory Icenhower , Kate Pierpont

Summary

B2B distributors face a growing list of threats to their business model causing doubt among suppliers about their long-term viability. This concern, combined with long-standing myths surrounding distributors, is leading suppliers to question the value of including distributors in their route-to-market strategy. In this report, we examine the top five myths about distributors and use data and empirical evidence to provide an accurate understanding of the benefits and challenges that B2B distributors deliver to suppliers and their partner ecosystem.

Want to read the full report?

Contact us to become a client

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.