Years ago, a distributor told me they were going to drop our product line

Years ago, a distributor told me they were going to drop our product line.

They owned the customer relationship in their market. We did not. On paper, they held all the power.

What I learned in that room changed how I think about distribution.

The moment one partner can end your revenue, you do not have a channel. You have a single point of failure wearing a channel's clothes.

We rebuilt it so no single distributor was more than a slice of the number. Slower at first. Much harder to kill after.

Same lesson for a founder whose whole pipeline runs through them.

What is your single point of failure right now?