A distributor is a two-tier channel partner that buys product from the vendor in bulk and resells it to a network of VARs, MSPs, and resellers.
A distributor sits between the vendor and the reseller in a two-tier channel model. They warehouse product, extend credit to resellers, handle logistics, and provide technical enablement to the resellers they serve.
The vendor sells to the distributor at a distributor price. The distributor holds inventory, resells to resellers at a reseller price, and manages the operational overhead of dozens or hundreds of downstream partners.
Distributors let vendors reach a long tail of resellers they could never onboard directly, and offload the operational burden of credit, logistics, and enablement.
A model where the vendor sells to a distributor, and the distributor sells to a reseller, who sells to the end customer.
Channelo covers deal registration, MDF, tiering, training, and analytics in one place, across programs at every stage of maturity.