E17. Distribution Is Not a Layer: Maximizing Ecosystem Leverage

30 Lessons from 30 years in Technology · Oct 25, 2026 · 23m

This deep dive examines the critical role of technology distribution, arguing that true distribution provides strategic leverage rather than merely adding an extra transactional layer. It highlights how distributors absorb financial risk, manage complex local regulations, and extend credit, yet warns that conflicting direct-sales routes by vendors can undermine this partnership. Furthermore, the author distinguishes between supermarket-style portfolios that offer repetitive products and strategically curated portfolios that genuinely empower partners and solve customer problems. Ultimately…