Why Read This Book?
Most large organizations selling through a channel rely either on a distributor or a wholesaler, but rarely take a structured approach to driving partner marketing. This is truly a missed opportunity in channel marketing. While most distributors or wholesalers do not have in-house captive marketing capabilities and tend to outsource those functions to providers like ZINFI, there are other core capabilities, aside from marketing, that a distributor or a wholesaler can provide that are critical for channel sales.