Say you sell network equipment and your customer is opening a second location. They’ve asked you to help get internet in place. You know the address, what needs to run on the connection, and when the doors open. That’s enough to start a useful conversation with a technology services distributor (TSD).
Scott Dragonetti started his own agency in 2013 and helped build the channel at Comcast. When we sit down with a business owner, we look at how the distributor will help their people work the kind of sale they already encounter.
Give each TSD the same job
Share the same requirements with each distributor. Ask for a walkthrough before authorizing any supplier submission, especially if the opportunity is already registered. Confirm which providers look viable at the address and what still needs a serviceability check.
- Supplier fit. Which providers would you check first, and why? What would you offer if the preferred circuit can’t be delivered in time?
- Quoting. Who handles the design and quote? What do our reps need to collect before handing over the opportunity?
- Installation and support. Who owns the order? Who tells the customer when the install slips, and who takes the first call after it goes live?
- Commissions. How do we confirm eligibility? Can you show us a sample statement and how we’d report a missing payment?
Choose the one your team can use
Put the answers side by side with the person on your team who will actually work the deal. Ask whether they know who to call and what to do after the customer says yes. If your current distributor can handle the deal and the terms fit, run it there. If you find a gap, give your TSD a chance to solve that specific problem before you take on another agreement.
When you find a fit, check the partner agreement against the walkthrough. Then pick one person to own the first opportunity in your existing pipeline.