The Partnership

Distribution partnerships can create the fastest path to scale — or the most dangerous single point of failure in a business. When a much larger company offers to resell your product to its installed base, the revenue upside is real, but so is the leverage asymmetry. The right framework isn't "yes or no" — it's "yes, with what structural protections, and what parallel bets?" Accepting a distribution deal without constraints on concentration is not a growth strategy; it's a deferred acquisition at a bad price.