Technology services distributors (TSDs) are rapidly evolving into powerful sales entities within the channel. These companies consist of a diverse group of professionals, including distributors, resellers, integrators, service providers, consultants, and marketplaces. Despite their origins in telecommunications, TSDs have effectively transitioned to sell remotely delivered services such as storage, cybersecurity, business applications, and cloud computing.
Despite their proven track record and expertise in providing expert guidance and efficient sales processes, TSDs remain somewhat enigmatic to mainstream vendors and many solution providers. This raises questions about the value they truly provide if they do not physically handle the products themselves. To shed light on this topic, Larry Walsh interviews Adam Edwards, the CEO of Telarus, one of the largest TSDs in the market.
Edwards discusses what sets these companies apart from traditional distributors and how they operate effectively. He explains that TSDs have evolved beyond just master agents by offering value-added services such as marketing support, technical assistance
