TIP 2: Expertise Will Drive You Wild

Your distributor partner's experience should be relevant and optimized for your organization’s size, industry, resources, etc. — the more matches, the better.

If you cater to the smaller end of SMBs, find a distributor that’s tuned for customers with less than 300 users, Paul advises.

"Also, consider looking for a distributor who has the right vertical specialization; so find one with the industry expertise that aligns with your needs whether it’s legal, health care, engineering, retail, finance or education," Paul told CRN.