The new distribution model differentiates the roles that each distributor provides to the channel. The roles include value added distributors (VADs) and vertical specialist distributors (VSD). VADs remain as the category for broad-based distributors, while the newly introduced VSD distributors will provide further reach and coverage to the specialized vertical segments not currently serviced by VADs.
“This realignment of the channel will be conducted in a number of phases and evolve into an ongoing review process to ensure there is the right mix for our total market coverage,” said Danielle Joynson, distribution channel manager, Milestone Systems Australia.
Read the full article about Milestone's new distribution model in Australia.