Insights

Perspectives on channel, portfolio & GTM.

Observations from operating at all three levels of the IT channel — vendor, distributor, and partner. Written for decision-makers, not practitioners.

April 2026

Revenue Is Not Proof of Scalability — A Channel Economics View

Why high revenue volume can mask fundamental scalability problems, and how to distinguish real channel traction from expensive distribution.

Coming soon

Why Buy-&-Build Portfolios Fail in the German Channel

The structural reasons why growing product portfolios don't translate into growing channel revenue — and what the pattern looks like from inside distribution.