Building and managing a dealer or distributor network involves more decisions than most manufacturers anticipate before they start. Which markets deserve dedicated channel coverage? Which partner model fits the territory? How do you evaluate a candidate before committing? How do you move a signed partner from agreement to active pipeline?
The articles here are written for B2B manufacturers and industrial companies navigating exactly these questions across the full channel lifecycle.
Coverage Areas
Every article maps to a specific stage of the channel lifecycle, so you can read exactly what's relevant to where your channel stands today.
Articles & Insights
Research-driven perspective on channel decisions, written for manufacturers who need to get it right the first time. New articles added as they publish.
A distributor buys and resells product and typically carries inventory risk; a dealer usually operates a fixed retail or service location; an agent represents the manufacturer commercially without owning stock.
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An exclusive agreement gives one partner sole territory rights in exchange for stronger commitment, while a non-exclusive structure allows multiple partners but may reduce individual investment.
Read moreMore articles are on their way.
This section is being built out over time. Check back for more channel-lifecycle resources, or get in touch if you have a specific channel question today.
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