Moving from Direct to Channel

“One of the most important trends we’ll start to see in 2022 is businesses moving customers away from a direct transaction model through their own sales teams to interacting and billing via selected partners. This will allow companies to interact with their customer through a number of trusted resellers, who either are in the position of having established a great working relationship with a particular customer or are willing to invest in building a new one.

“This new route to market will deliver additional benefits to mutual customers as they get a more personalised customer journey. These resellers provide local language skills, tiered support models and additional training on new products, which would be time intensive and costly for the business to provide. – Toni Leopoldo, director of sales UK/Europe at TBI