
vs. Broadline Distribution
Broadline
Distribution
Number of Core Vendors
4-6
Numerous
Number of OEMs (Core)
10-12
2,000 +
Account Management
Approach
Core vendor-driven and mapped to
vendor geographies
Dedicated Account Managers
Team based with pooled
random support
Sales Force Certifications
Vendor Sales Certifications
N/A
Advanced Technology
Focus
Dedicated Advanced Technology
focus
Pooled tech teams that
support multiple OEMs
Non-Core OEM Strategy
Key partners that drive a true
solution (i.e. IPcelerate, RSA, Trend
Micro)
Line card focused
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