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Distributors earn high marks from resellers

Resellers continue to rate the vast majority of services provided by their distributors extremely highly, continuing several years of strong performance, according to the latest annual ChannelWatch report from CONTEXT.

The IT market intelligence company asked 5,308 B2B and B2C resellers of all sizes in Europe, Turkey and South Africa to give marks out of five for distributors’ performance in 14 key areas, including billing, pre-sales, product availability, customer portals, supply chain & configuration services and financial and field support.

Most areas achieved a score of around 4, which is consistent with results since 2020 when there was a notable uptick from the year before in areas including training and certification, channel incentive programmes, configuration services and field and financial support.

The only area where the average score has failed to rise above 3.5 over the last three years is ‘lead generation to help secure new customers’.

Adam Simon, CONTEXT Global Managing Director, said: “We know that many distributors are currently investing in how to help their resellers in this area, for example through more intelligent use of data to identify new opportunities. It’s clearly an area where resellers look to them for help and feel that they could do better.”

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