What will channel partners do when direct players begin taking market share from them?
Every industry evolves. Companies that prepare prosper, those that don’t perish. Take the office products industry (OPI), which used to be highly fragmented with thousands of independent stationers throughout the country selling supplies to businesses. Then, in 1986, Staples created the office supply superstore. By the time I got to Staples in 2006, twenty years after its inception, they were the b