002 | The Harder Sell Is Internal: Why New Channels Stall Inside Your Own Company
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002 | The Harder Sell Is Internal: Why New Channels Stall Inside Your Own Company
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The glossy shelf everyone notices, whether it's in an airport or anywhere else, is the last visible step of a much longer process. The real negotiation almost never happens with the new channel partner first. It starts with winning permission to operate differently inside your own company.
A new sales channel asks supply chain, logistics and customer service to do things they've never been asked to do before. Convincing an outside partner to say yes can be the easier half of that negotiation. Getting your own organization to say yes is the half most companies underestimate, and the work usually starts at the smallest, closest version of the channel before anyone chases somewhere bigger.
This conversation was originally recorded for the Maffeo Drinks podcast with André de Almeida. Find more at themaffeodrinkspodcast.com.