Free resources
Practical starting points from the Technology Distribution Handbook and Workbook, free to download.
Technology Channel Map + 50 Essential Terms
A plain-English guide to how technology moves from vendor to customer, and the terms every channel professional should know.
- The four core roles and three routes to market
- 50 essential terms, from distributors to rebates
- Five concepts every newcomer should understand
- One-page Channel Cheat Sheet
Price Waterfall Calculator
A working tab from the Operating Workbook. See how list price becomes customer price, and how much margin each party in the channel keeps.
- Enter list price, discounts, freight and selling prices
- Distributor and reseller margin calculated for you
- Warnings when margin falls below your thresholds
Ready for the complete set?
The Handbook (23 chapters) and the Workbook (17 tabs) for $119.