This presentation shares the practical steps taken to replace a long-standing, single-reseller setup with a renewed strategy focused on competition, transparency, and value creation. After years of relying on one partner without formal sourcing processes, the organization decided to challenge the status quo and open up the reseller model to new players.

Key elements include defining requirements for a modern reseller strategy, updating the sourcing and cooperation templates, and implementing a structured onboarding approach. The session also covers how changes on the reseller’s side—such as acquisitions—were addressed, and how new suppliers were evaluated and introduced to increase competitiveness and reduce dependency.

Benefits such as improved negotiation leverage, broader market access, and better service alignment will be discussed—along with challenges like internal alignment, transition risks, and managing multiple partners. In this session you will learn:

• How to define the requirements and objectives for a renewed reseller strategy
• How to expand the reseller pool and establish a more competitive environment
• How to design and implement a structured onboarding process
• How to adapt cooperation models in light of supplier-side changes
• How to balance continuity, compliance, and competition in reseller engagement