Collaborating with Distributors to Build Ecosystems with Larry Walsh: Chapter 5
Chapter 5: The Dynamics of SaaS Organizations & Distribution
The challenge with distribution is that everyone needs an easy solution. Many smaller vendors jump into the distribution work with high expectations, but they don’t realize how hard it is to gain mindshare. Companies of all sizes need to level expectations and provide the right resources to enable and engage distribution. Distribution is not a silver bullet, but it can be a part of the arsenal of channels leveraged for success.