Transformation Blockers

When Channels Fight Each Other

The sales team warns: "call me directly, I can get you a better deal outside the portal".

Political channel conflict. Rep versus portal, distributor versus direct, commission that protects the past, active sabotage of digital.

Issues

When the Manufacturer and the Channel Fight Over the Same Customer

The end customer calls the manufacturer directly, ready to buy — and selling to them is the trap that breaks the channel that built the business. With MTE-Thomson's operation, when going direct destroys more than it captures.

Vinícius Dias · 7 min read