Benchmarking Distribution Models in Data Storage Offerings

August 29, 2016
Business Challenge
A major data storage products and services company wanted to streamlining the distributor-partner model and realigning the channel distribution strategies and increase its revenue.
The client engaged Infiniti to conduct a deep-dive market intelligence study to assess competitors’ channel and distribution strategy in order to achieve a sustainable competitive edge and expand its market reach.
We conducted primary and secondary research to obtain distributor specific information at product levels, such as distributor-partner processes, account management, recruitment, marketing, reward programs etc.
Based on our insights, the data storage provider was able to better understand the channel distribution process and identify potential distributors in target countries and developed the  partnering strategies.

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