Understand the real economics of partnering by examining a representative use case.

Why the Channel Is Faster, Cheaper, and More Scalable Than the C-Suite Thinks There is a quiet but persistent belief in many executive teams that partnering is expensive. Margin erosion. Slower deals. Less control. More complexity. Less trust.  It sounds reasonable. It is also 100% wrong. The reality is not that channel economics are broken. It is that most companies model them incorrectly. They compare a well-behaved direct sale on paper to a badly designed partner motion in

What every channel partners needs to learn to be successful in 2026 (adapt selling to how tech buyers prefer to procure solutions)