This guide provides a practical starting point. The right sequence depends on the company, product, target customer and operating model
1. Define the right distributor profile
How target-account selection, outreach, meetings, negotiation and post-deal channel management create a more useful sales-development program. BTW can move from initial assessment into local research, outreach, setup, filings, trade and recurring operations when required
2. Use direct outreach and local-language follow-up
How target-account selection, outreach, meetings, negotiation and post-deal channel management create a more useful sales-development program. BTW can move from initial assessment into local research, outreach, setup, filings, trade and recurring operations when required
3. Qualify commercial interest before heavy setup
How target-account selection, outreach, meetings, negotiation and post-deal channel management create a more useful sales-development program. BTW can move from initial assessment into local research, outreach, setup, filings, trade and recurring operations when required
4. Manage the channel after the first agreement
How target-account selection, outreach, meetings, negotiation and post-deal channel management create a more useful sales-development program. BTW can move from initial assessment into local research, outreach, setup, filings, trade and recurring operations when required