© 2019 by VIA International

Global Technology Distribution Council Accreditations

The Global Technology Distribution Council​ is the industry consortium representing the world's leading IT distributors. GTDC members drive more than $130 billion in annual worldwide sales of IT products, services and solutions through dynamic business channels. The GTDC has partnered with VIA & Quadmark to offer tiered accreditation in Technology Distribution skills.

These accreditations are aimed at enabling vendor and distributor teams to optimize partnerships and bottom-line value when working together. They will equip teams with advanced channel financial skills, giving them a competitive edge in the channel. There are currently two tiers, Certificate for those involved indirectly or very new to Distribution or business models and Diploma for those working directly with or for Distributors. 

To enable channel professionals to secure these industry-recognised accreditations, VIA and Quadmark​ offer an online self-study course to prepare for the GTDC Certificate and a 2 day face-to-face course to prepare for the GTDC Diploma. These courses are offered in EMEA, North America, Latin America and Asia Pacific. In addition, our Chairman's book Technology Distribution Channels​ with a Foreword by the CEO of the GTDC, is the official course textbook for the accreditations.

As well as in-house courses, we regularly run 'Open Courses' enabling clients to experience the course first hand, prior to running it for their wider teams. Please click here for details of our next Open Course and to register your interest.​

Key course topics...

Set out below is an overview of the core content covered by the two levels of the Accreditation:​

The Certificate Course key topics

The Role of Distribution​

How the distributor business model works​​

 

 

​Margins & Profitability​

​Working Capital and the Cash-to-Cash cycle​

 

​Productivity & Capital Efficiency Measures​

​Explains the role of distribution and the value provided to both vendors and resellers of different types

Characterises the key features of the distribution business model and the challenges of managing "earn and turn" 

​Sets out the basic margin measures and their key drivers and provides some benchmarks, norms and recent trends

​Sets out the components of working capital, their measures and drivers, with some real examples

 

​Introduces the basic combination measures of earn and turn such as Gross Margin Return on Inventory Investment

​Explains the role of distribution and the value provided to both vendors and resellers of different types

Characterises the key features of the distribution business model and the challenges of managing "earn and turn" 

​Sets out the basic margin measures and their key drivers and provides some benchmarks, norms and recent trends

​Sets out the components of working capital, their measures and drivers, with some real examples

 

​Introduces the basic combination measures of earn and turn such as Gross Margin Return on Inventory Investment

The Diploma Course key topics

Channel Dynamics & the Role of the Distributor

How the distributor business model works

 

 

Margins & Profitability​

Working Capital and the Cash-to-Cash cycle

 

Productivity & Capital Efficiency Measures

Managing Growth

The Anatomy of an Effective Distribution Program

How to Sell to Distributors as a Vendor

The Value of Distribution to a Vendor

Clarifies the value of different types of distribution and sets the framework for what follows 

Unlocks the financial dynamics which determine success for products, categories & vendors in distribution 

​Shows how understanding Contribution Profit unlocks all the levers of profitability

​Unpicks the drivers of working capital and examines how small changes in Ts & Cs have big impact on cash and growth

 

​Shows how to identify the winners, sleepers, traffic builders and losers in the category, product and customer portfolio

Reveals the linkage between profitability, working capital turn and capacity for growth

Characterises the elements that determine the success or failure of a vendor program in the distribution channel

Shows how to build compelling business cases for your overall value proposition and channel programs

Shows how distribution can improve the vendor’s own ROCE

For more information and to discuss your requirements, please contact:

Michael White michaelwhite@quadmark.com​

For information on Open Courses currently available follow this link - http://events.quadmark.com/accreditation/​