Proactive Reseller Management

Once you’ve chosen the right distributor, that’s it job done right? Time to sit back and wait for the order book to fill up. If only that were so. Today, more than ever, you need to start creating demand. In the first instance this is about working with your distribution partner to sign up the right resellers, with the right sort of customer demographic and skillset.

Then it’s all about support… feeding them with marketing collateral, formal partner programmes and plenty of presence on the sales floor.