Channel strategy determines whether you sell direct, through distributors, OEM partners, or a combination. Each channel has trade-offs: direct gives maximum control and margin but limited reach; distributors give reach but less control and lower margin; OEM embeds your technology in their product.
Key Takeaways
- Direct = high margin, low reach. Distributor = low margin, high reach.
- Start direct to learn, add channels to scale.
- Channel mix should evolve as you grow.
- OEM is for volume — sacrifice brand for distribution.