Evaluating and Selecting Channel Partners for Solar Module Distribution in Maharashtra

Abstract

Channel partners play a pivotal role in bringing products to
customers and enabling market expansion for firms. Selecting
appropriate partners is a key strategic decision impacting sales,
costs and customer experience. This research aims to develop a
structured analytical process for evaluating potential solar module
distributors to identify the optimal partner aligned with a company's
priorities, using Maharashtra, India as the context. The criteria
framework incorporates financial stability, infrastructure, market
presence, value-added capabilities based on literature review and
inputs from industry experts. Secondary data on three prospective
distributors is collected and evaluated using the Analytical Hierarchy
Process (AHP) technique. The results reveal Solar 4 All as the most
suitable partner with the highest score driven by financial strength,
infrastructure and extensive sales and service coverage in
Maharashtra. The AHP based assessment enables objective datadriven decision making by benchmarking partners across relevant
parameters. The proposed approach can aid solar companies in
selecting distribution partners when entering new markets by
customizing criteria as per strategic goals and local dynamics.