In the b-to-b channel world, a number of suppliers looking to expand their partner communities have enlisted direct market resellers (DMRs) as a route to market. DMRs, also referred to as e-tailers or corporate resellers, take only Web and telephone orders; their business model is based on moving thousands of IT products from hundreds of vendors. This brief applies the SiriusDecisions TRED (technology-recruitment-enablement-demand creation) model to identify investments and tactics that suppliers should consider when forging DMR partnerships.
Download this Research Brief to learn:
- How to leverage DMRs to meet sales objectives by adjusting your channel marketing tactics and spend accordingly
- How to identify what types of investments should be made to address the specific needs of DMR partners using the SiriusDecisions TRED model
- The three key areas when addressing DMRs: their capacity to adapt and execute supplier programs; their coverage model needs; and their vertical expertise
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