Give every market one bet a quarter. Watch the network compound.
If every market runs one focused go-to-market bet each quarter and reports back, a distributor network compounds learning faster than any single HQ roadmap.
Topic
Distribution
A collection of 5 issues
Your distributors learn from each other. They should be learning with each other.
Distributor networks over-invest in meet-ups and QBRs and under-invest in the one thing that transfers between markets: playbooks. The difference between learning from each other and learning with each other.
Where headquarters ends and the distributor begins
Your distributors keep asking HQ for more support. The real gap is quieter: nobody ever agreed where headquarters' responsibility for growth ends and the distributor's begins. Here's how to draw the line, market by market.
Where the European dental industry actually meets. A distributor's calendar.
IDS Cologne, EAO Lisbon, ADF Paris, Dental World Budapest, Krakdent, BDIA, Expodental Rimini — the European dental events that matter, read from the commercial side of the channel: where distribution deals actually get made.
The best dental leads don't come through the dentist. Distributors keep missing that.
I've built consumer-facing brands on top of B2B dental products for one of the industry's largest producers. The mechanic — patient demand that doesn't originate with the practitioner — is the most defensible growth move European dental distributors aren't making.