HomeResearch Articles Channel Coverage Model and Competencies: Distributors

Channel Coverage Model and Competencies: Distributors

  • Distributors hold the key to driving demand and interest with sub-resellers that offer solutions across many buyer segments
  • As distributors evolve their ability to sell and market, channel programs must be built to leverage new capabilities
  • An effective coverage model led by a competent distribution channel manager is key to balance the right mix of support
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