A B2B channel strategy is the documented plan for growing revenue through third parties who sell, install, or service your product on your behalf, such as distributors, manufacturer’s reps, dealers, and integration partners. It defines which partners fit your goals, what role each one plays, how revenue and responsibilities are split, and how you support partners so the relationships keep producing over time. A strong channel strategy treats partners as relationships to build and protect rather than a list of resellers to recruit and forget.