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.