Track channel gross margin after cost to serve, revenue concentration in your largest partner, end-customer visibility (the share of end [...]
Published July 10, 2026Build shared visibility into end-customer data by negotiating for sell-through reporting and end-user information in the partner agreement. Co-own your [...]
Published July 10, 2026Revisit the model when warning signs appear: your best customers only know your distributor, you cannot name your end users, [...]
Published July 10, 2026Map each customer segment on two axes: how much the relationship drives the sale, and how much reach you can [...]
Published July 10, 2026In direct distribution you sell straight to the end customer with no intermediary, keeping full margin, full control, and first-party [...]
Published July 10, 2026Direct, distributor (indirect), and hybrid. Direct means you sell and fulfill to the end customer yourself and keep full margin [...]
Published July 10, 2026A distribution strategy is the documented plan for how a product reaches its end users, which combination of direct and [...]
Published July 10, 2026Measure leading indicators tied to real deals instead of pageviews: how often sales sends a specific asset in live deals, [...]
Published July 9, 2026Produce one deep anchor asset, ideally a recorded webinar or technical talk, then cut it into channel-sized pieces: the transcript [...]
Published July 9, 2026
