Tech Distribution Guide publishes practical operating resources for the technology channel. We are a Cabal & Associates, Inc. company, based in Naples, Florida.
Why this exists
Most distribution problems don’t start as strategy problems. They start in pricing sheets, inventory reports, partner agreements and day-to-day execution. The Technology Distribution Operating Handbook and its companion Excel Workbook put frameworks and working tools for those everyday decisions in one place.
Robert Cabal
Founder of Cabal & Associates, Inc., with 35+ years in technology hardware distribution across the U.S. and Latin America. Robert wrote the Handbook and Workbook to share the frameworks and tools he has used working in the channel.
What we publish
- The Handbook (PDF): 23 chapters on channel structure, pricing, margin, inventory, partners and operating execution, with 25 “Apply It” tools.
- The Workbook (Excel): 17 working tabs with calculators and decision tools that match the Handbook.
- Free resources: a Technology Channel Map with 50 essential terms, and a Price Waterfall Calculator.
How to use our material
Everything we publish is educational. Examples are illustrative and are not benchmarks, so adapt the tools to your own data and check current requirements with your vendors and advisers.