Case Study · Channel & Distribution
Channel Partners, Distributors & Reseller Study
17 markets · Distributors, resellers & partners
Markets
17
Method
Survey + IDI
Audience
Distributors & resellers
Focus
Channel strategy
Project overview
At a glance
Examined the channel ecosystem from both large distributors and smaller independent partners for a global manufacturer strengthening its distribution strategy.
- Audience
- Distributors, dealers, resellers, wholesalers, retail partners, VARs, system integrators, independent representatives, channel executives and partner managers.
- Markets
- USA · Canada · UK · Germany · France · Italy · Spain · UAE · Saudi Arabia · South Africa · India · China · Japan · Singapore · Australia · Brazil · Mexico
- Methodology
- Online surveys, partner IDIs, executive interviews, channel research, competitive benchmarking, mystery shopping and distributor-satisfaction research.
The brief
Understand the performance and expectations of a manufacturer's distribution network and identify opportunities to strengthen its channel strategy.
Research focus
What the study explored
- Supplier relationships
- Product portfolio
- Pricing & margin
- Sales support
- Marketing support
- Training
- Inventory
- Competitive brands
- Channel conflict
- Partner loyalty
How Yamada delivered
Delivered as one coordinated sequence
- 01Multi-market feasibility
- 02Segmentation by size, geography, category and partner type
- 03Partner recruitment
- 04Relationship and role validation
- 05Fieldwork coordination
- 06Quality control before delivery
Quality controls
Quality controls applied on this project
Only the checks this engagement required — selected by audience, methodology and risk profile.
- 01Coverage of large and independent partners
- 02Partner-type segmentation
- 03Relationship validation
- 04Centralised QC
Outcome
What the research delivered
The research identified opportunities to improve partner engagement, channel incentives, training, product support, marketing resources and distribution strategy.
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Project examples are representative engagements. Client identities and commercially sensitive details are withheld where required.
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