Channel Strategy
Definition
Channel Strategy: Channel strategy defines how products reach customers—direct sales, self-service, partnerships, marketplaces, or resellers. Effective channel strategy matches buying preferences with sales economics. Many companies use multiple channels, each optimized for different segments or deal sizes.
Example Usage
“Our channel mix: 60% direct sales for enterprise, 30% self-service for SMB, 10% through agency partners. Each channel has different economics.”
Common Misconceptions
Related Terms
Go-to-Market Strategy
Go-to-market (GTM) strategy defines how a company will sell and deliver its product to customers. It encompasses target customers, value proposition,...
Partnership Strategy
Partnership strategy leverages relationships with other companies to create mutual value—through integration, co-selling, distribution, or co-marketin...
Enterprise Sales
Enterprise sales involves selling to large organizations with deal sizes typically exceeding $100K annually. These sales feature long cycles, multiple...
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