Insights Into the Go-To-Market Cost Savings and Risk Deferments Provided by IT Distributors
The technology industry was built on three basic models:
Direct (vendor direct to customer).
One-tier (direct relationship between the vendor and a partner).
Two-tier (vendor sells through a distributor, which sells to partners).
Distribution provides technology vendors with a variety of valuable services ranging from sales support, credit and financing, logistics and fulfillment, partner management, partner training and enablement, and market development. We highly encourage everyone in the vendor organization to read the report to help inform their thinking and decision-making about including distribution in go-to-market strategies and models.
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