I love this: - 'Distribution' is really the hot button this is about, even if I didn't see the word there. "Build it and they will come" is rare. Such product/

I love this: - 'Distribution' is really the hot button this is about, even if I didn't see the word there. "Build it and they will come" is rare. Such product/market fit thinking sweeps that difficulty under the rug, while channel looks at it straight on. The article's notion of 'order' also gets into repeatable selling motion for after a customer is in the funnel -- customer success etc etc -- which can also be tough. - ex: For us as an enterprise product, we found amazing users who would go as far as spending every evening and weekend to investigate their data. Being a tool investigators love (sec/fraud/social/blockchain... and now commercial analysts like supply chain) means initial product/market were just about there. But..... that didn't mean we just sold and grew. Figuring out the selling process is huge: how prospectives find it, try it, make their decision, purchase it, etc. Especially for 5-7 figure software, getting a predictable (& ultimately scalable) journey can mean figuring out a lot of smart targeted nudges & streamlining between your external channel partners + in internal sales/marketing/success folk.