What does Distributor mean for go-to-market?

Most relevant outside the US, especially in EMEA and APAC where regional distribution networks define partner access. Adds margin layer and operational simplicity for vendors expanding internationally. In the US, the two-tier model is mostly limited to hardware-heavy categories.

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Distributor

GTM Concept

Definition

Two-tier wholesale channel partner — sells to VARs and MSPs, not to end customers.

Distributor

What it means for GTM