Maximize Reach, Mitigate Risk

In the ever-evolving landscape of U.S. public sector sales, technology companies are increasingly adopting a dual distribution strategy to expand their market reach, mitigate risks, and ensure compliance with complex procurement regulations. This approach involves leveraging multiple distribution partners to engage government customers, thereby providing significant benefits in terms of risk reduction, broader market coverage, and enhanced agility.

Key Benefits

• Risk Mitigation: Utilizing two distributors allows technology companies to hedge against potential disruptions from a single partner, ensuring business continuity and resilience.
• Qualified Lead Generation: Adding a second distributor provides the opportunity to expand sales coverage and tap into untapped markets. No single distributor – no matter how large – can reach every potential customer.
• Market Expansion: Dual distribution facilitates access to a larger network of value-added resellers and integrators, tapping into new customer segments and driving increased sales.
• Compliance and Procurement Agility: Multiple distributors assist in navigating complex government regulations and provide access to a wider array of contract vehicles, streamlining the procurement process.
• Partner Choice and Value-Added Services: Engaging more than one distributor offers partners the flexibility to choose the best buying experience and services, enhancing overall partner satisfaction and performance.