HomeResearch Articles Channel Partner Recruitment and the B-to-B Distributor

Channel Partner Recruitment and the B-to-B Distributor

  • When channel sales initiatives fail, it is often because of an ad hoc approach to partner recruitment and activation
  • Distributors play a valuable role in helping suppliers find and secure productive channel partners
  • Outsourcing new partner recruitment to distributors requires due diligence and a written service-level agreement
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