The development of the distribution network holds fundamental importance in the internationalization strategy.

For this reason, the GOABROAD© method includes specific tools to guide the company in implementing the distribution channel development strategy.

The starting point is defining the Distributor's Buyer Journey, meaning the analysis of the purchasing process considered from THEIR perspective.

The model within the GOABROAD method dedicated to distribution network development is called GrowTheNet©.

It is a structured process of analysis, qualification, and development of distributors, based on three fundamental tools: Distributor Analysis, Distributor Evaluation, and Distributor Development Plan.

These tools should be developed in collaboration with the company's sales staff, those in direct contact with distributors, as they will be responsible for achieving the objectives set for each market.