The Distribution Leader’s Guide to Build, Acquire, or Overhaul
Most distributors have e-commerce. Far fewer have an e-commerce platform that truly works.
In this in-depth report based on the DSG Distribution Leader Panel, experienced practitioners from DiversiTech and ARG Industrial join DSG President Ian Heller to examine what separates revenue-driving digital platforms from expensive underperformers. The discussion moves beyond storefront features to focus on architecture, integration, data governance, sales alignment, and total cost of ownership.
Key insights include:
- Why architecture decisions—not platform brand names—determine long-term scalability and flexibility
- How API-first, composable design protects distributors from costly replatforms
- Why poor data governance is the single fastest way to erode digital customer trust
- How sales compensation design directly influences e-commerce adoption
- What leaders consistently underestimate about total cost of ownership over a five-year horizon
- Why AI integration and extensibility must be part of today’s platform evaluation
The report provides a practical framework for distributors revisiting their current platform or preparing for a new implementation. It outlines the structural, operational, and financial decisions that must be made before vendor selection begins.
For executives who view digital commerce as infrastructure—not marketing—this is a strategic guide to getting it right the first time.