Akash - Really good essay; thanks for sharing. Love the "R&D for GTM" angle.
In terms of "Channel," people throw that term around so loosely. We should get more specific that channel means 2 things: 1) Distribution point for your product AND 2) Point of sale.
For most SaaS Start-ups & Scale-ups, their "Channel strategy" does not clear the above hurdles. They should talk about their Ecosystem Strategy as a way to develop the market, amplify their brand, extend functionality and drive referrals. There's a ton of value in those activities that is separate and distinct from a "Channel" play.
Akash - Really good essay; thanks for sharing. Love the "R&D for GTM" angle.
In terms of "Channel," people throw that term around so loosely. We should get more specific that channel means 2 things: 1) Distribution point for your product AND 2) Point of sale.
For most SaaS Start-ups & Scale-ups, their "Channel strategy" does not clear the above hurdles. They should talk about their Ecosystem Strategy as a way to develop the market, amplify their brand, extend functionality and drive referrals. There's a ton of value in those activities that is separate and distinct from a "Channel" play.