Practical channel perspective

Questions leadership should examine before investing.

Short, experience-based guidance for companies deciding whether and how to build an indirect route to market.

Five friction points that quietly kill channel growth

Misaligned economics, unclear ownership, weak onboarding, channel conflict, and insufficient pipeline support can stop a promising program.

A channel will not repair weak product-market fit, unclear positioning, poor economics, or an unproven direct-sales motion.

Readiness starts with a repeatable offer, a defined ideal partner, executive alignment, and someone accountable for partner success.

Inactive partners are often recruited without a specific market fit, customer opportunity, enablement plan, or mutual business case.