HomeResearch Articles Channel Enablement and the B-to-B Distributor

Channel Enablement and the B-to-B Distributor

  • Suppliers are often challenged to deploy cost-effective, scalable support efforts for partners
  • For a comprehensive partner coverage plan, suppliers can turn to distributors to ensure they have the right sub-resellers with the right skills covering the right markets
  • As suppliers expand sales through smaller partners, distributors act as a proxy for the supplier in providing enablement programs to, through and for partners

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