Channel Strategy

Channel Strategy

Channel Strategy Jonathan Poland

A channel strategy refers to the plan an organization uses to reach and interact with its customers. A channel is a medium through which a company communicates and sells its products or services, and can include channels such as retail stores, online platforms, and distribution partners.

An effective channel strategy involves choosing the right channels for a company’s products or services and its target audience, and coordinating the use of those channels to achieve business objectives. This may involve using a combination of direct and indirect channels, such as selling directly to customers through a company’s own website, or using distributors or retailers to sell to customers.

When developing a channel strategy, there are several key factors to consider, including the target audience, the type of product or service being offered, the distribution network, and the resources and budget available. It is also important to consider the strengths and weaknesses of different channels, as well as the level of control a company has over each channel.

There are several key advantages to having a well-defined channel strategy. It can help to increase efficiency and reduce costs by streamlining the sales process and minimizing the need for intermediaries. It can also help to increase brand visibility and customer reach, and to build stronger relationships with customers.

In conclusion, a channel strategy is an important aspect of a company’s marketing and sales efforts, as it helps to determine the most effective ways to reach and interact with customers. A well-defined channel strategy can help to increase efficiency, reduce costs, and build stronger relationships with customers.

Here are some examples of channel strategies that organizations may use:

  1. Direct selling: This involves selling products or services directly to customers through the company’s own website, retail stores, or sales teams. This can be an effective strategy for businesses that have a strong brand presence and a loyal customer base.
  2. E-commerce: This involves selling products or services online through a company’s own website or through third-party platforms such as Amazon or eBay. This can be a convenient and cost-effective way for businesses to reach a wide audience.
  3. Wholesale distribution: This involves selling products to retailers or other distribution partners, who then sell the products to customers. This can be a good option for businesses that want to expand their reach but don’t have the resources to sell directly to customers.
  4. Franchise model: This involves allowing independent businesses to use a company’s brand and business model in exchange for a fee. This can be a good way for businesses to expand quickly without having to invest in new infrastructure.
  5. Affiliate marketing: This involves partnering with other businesses or individuals who promote a company’s products or services in exchange for a commission. This can be a good way for businesses to reach a new audience and generate sales without having to invest in advertising.
  6. Multi-channel distribution: This involves using a combination of different channels to reach customers, such as selling through retail stores and online platforms. This can be an effective way for businesses to reach a wider audience and increase their sales.

Learn More…

Practical Thinking Jonathan Poland

Practical Thinking

Practical thinking is a type of thinking that focuses on finding timely…

Negotiation Tactics Jonathan Poland

Negotiation Tactics

Negotiation tactics are strategies and techniques used in the process of negotiation…

Customer Advocacy Jonathan Poland

Customer Advocacy

Customer advocacy is a customer service strategy that involves employees representing and…

Sticky Prices Jonathan Poland

Sticky Prices

Sticky prices are a common phenomenon in many markets, and they can…

Post Sales Jonathan Poland

Post Sales

After a sale is made, post-sales processes kick in to fulfill the…

Call To Action Jonathan Poland

Call To Action

A call to action (CTA) is a phrase or statement that is…

Original Research Jonathan Poland

Original Research

Original research refers to the creation of new knowledge through the investigation…

What is an Agent? Jonathan Poland

What is an Agent?

An agent is a person or organization that has been granted the…

Dispute Risk Jonathan Poland

Dispute Risk

Dispute risk refers to the potential for a disagreement or conflict to…

Jonathan Poland © 2023

Search the Database

Over 1,000 posts on topics ranging from strategy to operations, innovation to finance, technology to risk and much more…

Analytics Jonathan Poland


Analytics is the practice of analyzing data in order to draw insights…

Risk Management Process Jonathan Poland

Risk Management Process

Risk management is the practice of identifying and mitigating potential risks that…

Systems Theory Jonathan Poland

Systems Theory

Systems theory is a field of study that focuses on the ways…

Opportunity Cost Jonathan Poland

Opportunity Cost

Opportunity cost is the value of the next best alternative that is…

Business Capability Jonathan Poland

Business Capability

A business capability is a broad term that refers to the things…

Customer Preferences Jonathan Poland

Customer Preferences

Customer preferences are the specific desires, likes, dislikes, and motivations that influence…

Waste is Food Jonathan Poland

Waste is Food

The concept of “waste is food” is based on the idea that an industrial economy should not produce any waste except for biological nutrients that can be safely returned to the environment.

Internal Controls Jonathan Poland

Internal Controls

Internal controls refer to the structures, processes, practices, reports, measurements, and systems…

Knowledge Capital Jonathan Poland

Knowledge Capital

Knowledge capital refers to the resources and capabilities that enable a nation,…