Essential Thoughts for Efficient Onboarding in Distribution Process Unveiled in Recent Study
In the fast-paced world of technology, IT vendors are under pressure to scale operations quickly and efficiently. To help navigate this landscape, the Global Technology Distribution Council (GTDC) has released a new report titled "The Distribution Onramp: A Quick-Start Guide for Established and Emerging Technology Vendors."
The report, unveiled during the GTIA ChannelCon event this week, emphasizes the importance of initial engagements in creating a stronger and more optimized ecosystem for vendors, distributors, solution providers, and the organizations and individual users they support.
According to the GTDC, the best practices for successfully navigating the distribution onboarding process include creating a smooth and simplified onboarding experience that enables vendors to quickly develop a two-tier channel and accelerate sales. Vendors should provide the channel with necessary marketing, training, and management tools to make onboarding easier and more effective.
The report also highlights the importance of ensuring solutions and teams are "channel-ready" and "distribution-enabled." Vendors are advised to accelerate the onboarding process through streamlined and consistent enablement, leveraging distributor capabilities to bring on partners and support them with enablement tools.
Investing in continuous support and management, rather than a one-time onboarding effort, is crucial for success. The report also stresses the need for early adoption of these industry best practices to minimise the chances of making costly mistakes or failing to capitalise on major business opportunities.
Frank Vitagliano, CEO of GTDC, states that these mission-critical alliances benefit greatly from a solid foundation and continual nurturing. A well-designed channel program can create an accelerated path to achieving these goals, particularly if the organization leverages two-tier distribution.
The investments vendors make and the best practices they put into place prior to beginning the onboarding process with new distributors are crucial to the success of these partnerships. Establishing clear rules of engagement helps avoid misunderstandings and partner conflicts.
Investing in marketing resources and programs can better engage the channel community. Providing technical resources for training and support is essential for successful distribution partnerships.
The GTDC members are estimated to drive $170 billion in annual worldwide sales. The report underscores the significance of these relationships, stating that successful navigation of the distribution onboarding process increases the value of these relationships across the channel, ensuring quicker and higher returns on investments for vendors and their partner communities.
The GTDC conferences support the development and expansion of strategic supply-chain partnerships. The GTDC Knowledge Hub is a resource for accessing the GTDC's research reports, including "The Distribution Onramp."
By following these best practices, technology vendors can establish strong, mutually beneficial partnerships with distributors, leading to increased profitability and the creation of valuable new revenue streams through the IT channel.
- The Global Technology Distribution Council (GTDC) emphasizes that technology vendors should invest in continuous support and management during the distribution onboarding process, as this is crucial for success.
- According to the GTDC, the best practices for successfully navigating the distribution onboarding process include creating a simplified onboarding experience, providing necessary tools for the channel, ensuring solutions and teams are "channel-ready" and "distribution-enabled," and investing in marketing resources and programs.
- The GTDC conferences and Knowledge Hub are resources for technology vendors seeking to establish strong, mutually beneficial partnerships with distributors, as these alliances, when nurtured, can create quicker and higher returns on investments for vendors and their partner communities, driving $170 billion in annual worldwide sales.
