Collaborating with Distributors to Build Ecosystems with Larry Walsh: Chapter 3
Chapter 3: Distribution Models in a SaaS World
The role of channels is based on relationship and channel marketing management, not just sales. In today’s digital environment, people don’t want to talk to sales – they just gather the information needed, but don’t want to be sold to. A channel will help vendors scale and build relationships that cannot be done at a corporate level. Even the largest Cloud vendors can’t service customers in this way. This is where distributor marketing comes into play. Tune in to find out how vendors are embracing channel relationships and how distribution has made huge strides in the era of digitalization.
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