dahrah

Having multiple channels to market can be a huge lift to your business and can be especially powerful in the B2B software space. There are dozens of examples of multi-billion dollar channels that have been built. Classic examples like Intuit's decision to partner with accountants show us that this decision can profoundly change the trajectory of your company. Why wouldn't you do it? Daire wrestles with a difficult call Arguably the biggest drawback is that it creates the potential for conflict between your partners and your internal teams. Channel conflict is nasty all around and can be disruptive for your customers. It can make it confusing for the customer if they're not sure who their appropriate point of contact is. At its worst they can be put in the middle of a dispute between your company and your partner.  It's a bear of a problem to manage - there are few easy fixes and difficult trade-offs need to be made. Let's walk through some of the key decision points