In a commoditized market, distribution beats product

In a commoditized market, distribution beats product. So how you reach the customer is a bigger decision than most founders treat it as.

Direct gives you control and full margin, but scaling means hiring, and reach is limited to the people you can put in the field.

Channel buys reach and local presence fast, but a partner takes a cut and sits between you and the customer.

The quiet danger is drift. You start direct, add channel for reach, and the mix shifts without anyone deciding it. Revenue looks fine. Margin erodes for years before it shows.

Do you track margin by channel, or just blended?