Distribution: Death or Domination?

Let's talk about the ever-evolving world of distribution and how you can smash your competition with style and finesse. But first, a little story about my own journey in the industry.?

Having built and sold three profitable distribution businesses, I've experienced the ups and downs firsthand. I always believed that the initial sales transaction was just the tip of the iceberg. The true value of my business came from offering a complete package to resellers and vendors and managing the entire product lifecycle. That way, I never missed a chance for upsell, cross-sell, renewal, or end-of-life replacements.?

My “secret sauce” was being in control of the entire transaction. It was like offering those irresistible fries???with the burger????or "super-sizing" the shake to enhance the overall experience. I automated operational processes to maximize value for my partners—selling as much of my vendors' products as possible on every quote whilst fulfilling the ever-changing needs of my resellers' end customers.?

This approach has become even more critical in today's market conditions. Traditional on-premises solutions are fading away, while consumption-based models are on the rise.?

So, how do you avoid the dreaded "death????in distribution"? It's simple—be proactive and adapt to the changing conditions. If your value proposition solely relies on logistics, you'll find your customer base evaporating before your eyes. Which is exactly what is happening to many of the global distributors.

As a distributor, you are perfectly positioned to be the influencers of the channel and create tremendous value for both our vendors and resellers.

By understanding how to stack different vendor solutions and deliver the most effective outcomes for customers, you can advise and influence buying decisions. In today's world, influence is the superhero marketing tool, and you can be the master of It!

On the flip side, you can become trusted advisors to your reseller partners by crafting valuable proposals that assist with their business strategies. Being in the distributor's seat grants you access to a wealth of valuable data.

By capturing and analyzing this data, you can proactively work with our partners to enhance their relevance in the market. Plus, with this new value you provide, they'll eagerly welcome your calls—not dodge them like those old-school sales pitches.?

If you operate at this level, domination in your selected market is within your grasp. You will solidify our relevance to vendors and resellers alike. And when you start capitalizing on the renewal upside of consumption-based technology, our profitability will soar to new heights.?

Now, to achieve all this, you need an Installed Asset Lifecycle Management platform. You can't conquer the entire product lifecycle and build a partner success strategy without an automated platform that captures and harnesses all the flowing data.

A sophisticated platform will analyze the data, providing you with descriptive and predictive insights, allowing you to spot market trends and predict outcomes, always staying one step ahead of the competition.

Tip – Your competitors are still trying to build reseller portals, a massive waste of time and money. Trust me, your resellers don’t want something else to log in to just to get their daily job done!?????

This is why I'm so passionate about the role of the distributor in the channel. It was my own distribution experience that led me to create iasset.

Our Installed Asset Lifecycle Management platform was born from the distributor's perspective. It has been stress tested growing my own former distributor organically from nothing to $3/4 Billion whilst the other distributors slid backward.

So if you are a distributor (of work in a job therein) is a lifestyle choice which is perfectly ok????, move on to the next post.?????

If it is all about growth and building incredible value in your equity, then this is the only platform on the planet that will achieve this.???