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Sales Channel Considerations

One advantage of my many career stops, and the multitude of different industries I have been associated with is the wide range of experience with different sales organization structures.

When you are putting together a business, the sales channel is one of the crucial early decisions to make, and your early choices can have lasting ramifications on your long term business.

While it is not strictly a product management responsibility to define and implement a sales strategy, you likely do have a seat at the table during the discussions, and with it, some influence. Regardless of the structure, it will affect much of your strategy and roadmap. Particularly your pricing and cost structures need to be aligned with the sales structure you will work with.