Distributor Qualification Checklist

Use this checklist to distinguish useful North America partner interest from weak channel noise.

• Which buyer segments does the distributor already reach?
• Can they name active customers in the category?
• Do they understand the implementation and support burden?
• Have they sold comparable products at a similar price point?
• Are they willing to co-invest time, access, or demand generation?
• Can they introduce decision makers, not only attend meetings?
• Do they have a concrete first 30-day action plan?
• Are economics, margin, exclusivity, and support expectations explicit?
• What objections do they predict from buyers?
• What proof would make them move from interest to commitment?

Leadership question: Is this partner commercially serious enough to shape strategy?