In a partner ecosystem, a distributor or (distributor partner) is a business that serves as an intermediary between vendors and resellers in a channel partnership. These sellers can include value-added resellers and system integrators. Distributors are in charge of procurement and payment between vendors and resellers.

Distributor partners are especially important for vendors who need support running their channel program, whether because they're new to the industry or because they have a very high volume of sales to manage. Aside from payment and procurement, distributors can also take on further roles in educating resellers on products, providing presale training or demos, or assisting with contract negotiations and marketing.