Helping customers innovate is the true North Star for distributors. It requires a reinvention of the sales process for distributors to combat outsider disruption. Distributors can compete on relationships, but only if they set new and high standards for earning a position as a trusted supplier. Dancer shares how to create sustainable competitive advantage by leveraging legacy channel roles to turbocharge communities, where customers come together around shared interests, skills development, social values and business acumen.
