Exploratory Qualification
Structured qualification calls with shortlisted distributors so the introductions that matter happen with the distributors most likely to move product.
Overview
A shortlist is a starting point, not an answer. Real qualification happens in conversation: when you can tell whether the distributor's reps have the call points, the budget authority, and the bandwidth to carry your product in their bag.
We run a standardized qualification call across every shortlisted distributor so the qualitative signal is comparable, the obvious gaps surface early, and your sales leadership can spend their time on the finalists.
Our Process
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1
Standard call structure
Same agenda across every distributor: coverage, rep model, current portfolio, growth posture, contract preferences.
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2
Live discussion
60 minutes with our team driving; distributor's commercial leadership on the other side.
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3
Quantitative scoring
Rubric-based scoring against your channel profile.
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4
Rep-level deep dive
For finalists, a second session with one or two of their actual reps.
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5
Qualification summary
Per-distributor write-up with scoring, strengths, gaps, and recommended next step.
Frequently Asked Questions
Will distributors share rep economics openly?
Most will, in a confidential setting. We frame the conversation to make sharing the default.
How many distributors typically pass qualification?
Usually 40-60% of a shortlist passes; 2-3 emerge as clear finalists.
Do you stay involved post-qualification?
Yes, through introductions, contract, and the first 90 days of operation.
Can existing distributors be requalified?
Yes. Engagements often start by requalifying an existing channel before adding new partners.
Qualify before you romance.
Send us your distributor shortlist. We will run qualification calls within four weeks and return ranked recommendations.
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