GTDC Accreditation
Course Information
The Global Technology Distribution Council (GTDC) is a worldwide industry association dedicated to defining and promoting the role of wholesale distribution in a successful and healthy information technology channel. The Council is comprised of the computer industry’s top wholesale distributors dedicated to serving “the channel”, a network of skilled VARs, Internet resellers and retailers focused on providing hardware, software, and services to businesses and consumers around the globe. The “language” and value of technology distribution has changed dramatically over the past three decades. In earlier years, the industry was largely defined by three words: “pick, pack and ship.” Today, the range of services, metrics and variables equates to
a totally different set of success factors from both vendor and distributor perspectives. If you’re looking to get the most out of your distribution partnerships today, you likely need to more fully understand how distributors operate and how your initiatives will be most effective with them. You need to speak the language of distribution business and know how to influence the measures that matter to decision makers.
Can your teams answer these questions?
Q: Can your account teams make the business case for your vendor value proposition and marketing programs? Can they identify how and where changes are needed to build share?
Q: Do you know which categories and products generate the best return on working capital for your distributors? Can you work this out? How does this compare to your competitors?
Q: Which vendor behaviors drive cost into your distributors and could be limiting your growth prospects through distribution?
Q: What are the five factors that typically make distribution the most cost-effective channel for market access? Can you explain this to your product and sales teams?
Q: Do you know how your vendor programs affect the GMROWC, ROICE and ROCE of your distribution partners? Do you know which of these metrics they measure your business on?
These and similar questions are the subject of the GTDC Diploma Training and Accreditation Program. This “hands on” approach follows the success of the GTDC primer “Understanding the Technology Distribution Business.” The GTDC, in conjunction with its members—the world’s most successful technology distributors
—and Quadmark, are introducing this program to deliver the information, detailed guidance and interaction to help technology companies thrive through distribution in every way possible.