Another major driver of dual distribution is the opportunity to expand sales coverage and tap into untapped markets. No single distributor – no matter how large – can reach every potential customer or partner…

Should technology manufacturers have a dual distribution strategy for the public sector? For many tech companies, the answer is a resounding “yes.” In the U.S. public sector market – encompassing federal agencies as well as state, local, and education (SLED) entities – a dual distribution model means leveraging two (or more) distribution partners to reach government customers.