Distribution Through Multiple Channels, Interview With Stacy Hayes, Co-Founder, Assured Data Protection

Stacy Hayes provides advice on how to find, manage and benefit from multiple distribution channels for your solution.

PEOPLE

TAKEAWAYS

  1. Don’t make it too complicated. Keep it simple.
  2. Sometimes too many options are not a good thing; limit the choices, if possible. Stay focused.
  3. Find distribution partners with complementary alignment with what partner is doing. Focus your time wisely on where you are getting traction.
  4. Do not try to skimp on commissions to distribution partners by trying to convince them your solution is unique. 

TIMELINE

  • 01:30 – Overview of Assured Data Protection
  • 04:45 – What is distribution and channels and ADP’s distribution model, three legged stool (OEM channel, white label, resellers)
  • 09:00 – Finding distribution partners; complementary alignment with what partner is doing and focused approach to where you spend your time getting traction.
  • 12:30 – Commissions/discounted rates for distribution partners
  • 16:30 – Who owns the customer relationship (can be owned by ADP or partners)
  • 22:24 – Takeaways (see above)
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