Heavy Hitters: The Digital Industrial Podcast 66. Alex Moazed, Applico - The Rise of the Distributor
Jun 26, 2023
Alex Moazed, CEO of Applico, explains the role of B2B distributors in the supply chain and why he advocates for digital transformation within the industry. He discusses his playbook for driving innovation in distributor ecosystems and how business models have evolved over the last decade.
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Distribution Is A Massive, Undigitized Market
- B2B distribution is a massive, under-digitized market moving trillions in spend and now attracting tech forces similar to consumer platforms.
- Helping incumbents adopt platform and marketplace tools can blunt Big Tech's ability to dominate B2B commerce.
Target Large Distributors For Better GTM Support
- If your startup helps wholesale distributors (>$1B revenue), reach out to Aplico because they add go-to-market and domain value beyond capital.
- Expect single-digit million dollar checks and introductions to distributor networks as part of the value.
How Distributors Differ From 3PLs
- A distributor differs from a 3PL by taking inventory risk and holding product on balance sheet while adding services like breakbulk and financing.
- That operational role underpins their resilience and entrenched relationships across verticals.