Channel Strategy Framework

Channel decisions made without a framework tend to look like opportunism: you go where you can get distribution, not where you should be focused. The Channel Strategy Framework imposes structure on those decisions before they calcify into a coverage model that doesn't make sense.The framework works through five decisions: which channels are in scope (direct, distributor, broker, DTC, foodservice), what role each channel plays in your commercial strategy (volume driver, margin driver, brand builder, innovation test bed), what the right investment level and sales resource allocation looks like for each, how to sequence channel expansion as the business scales, and how to manage conflict and price integrity across channels.Designed for founders building their first commercial model, brand managers owning channel P&Ls, and sales leaders being asked to rationalize a channel mix that grew without a plan.Interactive HTML tool — opens in your browser, no install, one-time purchase (no subscription).channel-strategy-framework

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