Latest / Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies
How a Niche Safety Equipment Maker Scaled Past 20 Million by Fixing Its Channel Conflict
In episode 177 of Scaling Up with Fexingo, Lucas and Luna dive into the story of a niche safety equipment manufacturer that hit a brick wall at around 12 million in revenue. The founder's mistake? Trying to sell both direct and through distributors without a clear strategy, leading to channel conflict and stalled growth. They unpack how the company redesigned its go-to-market model, carved out exclusive product lines for distributors, and built a direct sales motion only for enterprise accounts. By the end, they'd pushed past 20 million in annual revenue. This episode is a…
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