HomeResearch Articles The Remaking of the B-to-B Distributor

The Remaking of the B-to-B Distributor

  • As b-to-b suppliers attempt to fill critical gaps in partner sales and marketing skills, they are turning to distributors for help
  • While generating ad hoc demand for partners isn’t new to distributors, many are challenged to do so in a repeatable, predictable way
  • A number of legacy supplier-distributor issues must be overcome, or the transformation of the distributor will fail
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