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Distribution Approach: Salesforce

Goals

To determine the distribution approach of Salesforce. This information will be used for new business pitch.

Early Findings

As we dove into the background research of the distribution approach of Salesforce, we analyzed its website, and other databases to gather a glimpse of its distribution approach. Summary of our findings is provided below:
  • Salesforce focus on the best distribution channel which are further divided into direct and indirect distribution channels.
  • Salesforce defines a direct channel as the one in which a company sells directly to the end consumer while Indirect channel is defined as the one where companies work with at least one distribution partner or intermediary to bring products and services to customers.
  • It further focuses on the length of the distribution channel so that the quality of result is maintained.
  • Its main approach is to master the distribution channels, which is done by utilizing analytic and KPI's (Key Performance Indicators) to track the performance of the distribution strategy and make appropriate decisions.

Proposed next steps:

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