"Channel strategy" isn't a thing

"Channel strategy" isn't a thing.

It's three specific decisions:

1. Which partners to select. And what criteria to use to select them. Most companies use gut feel and existing relationships. Both are wrong.

2. How to manage partners after signing. Onboarding, training, QBR cadence, scorecard, comp alignment. Most companies skip this entirely.

3. When to remove a partner who isn't performing. This is the hardest one. Most companies keep the wrong partners out of inertia and then blame the channel.

The model isn't broken.

The execution of these three decisions is.