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Collaborating with Distributors to Build Ecosystems with Larry Walsh: Chapter 2

Chapter 2: Distribution’s Role in Today’s Ecosystems

Distributors are aggregation points in the market. Ultimately, the legacy ecosystem is distribution, and the output is channel marketing management. All types of channel partners rely on distribution for guidance, product selection evaluation, and sales as well as transactional support, financing, and post-sales support. Distributor marketing provides tremendous value by being the center of an ecosystem for solution providers looking for products.

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