Series of articles that answer the question, how should a channel be designed?
One of the most common mistakes I see is confusing partner recruitment with partner success. Recruiting partners feels like progress. Your ecosystem grows. Your partner count increases. Everyone celebrates
One of the most expensive mistakes startups make is believing the channel will validate a product the market hasn’t yet. It won’t. Partners aren’t product testers. They’re trusted advisors
I’ve spent more than two decades working with technology advisors, distributors, master agents, suppliers, and channel leaders. One pattern shows up over and over again. Startups build a channel
