The Fallacy of Channels

This is a great article that is a 'must read' for any entrepreneur who thinks that his first big distribution deal is going to make the company.

At Longbow, we learned the hard way. When CyDen signed its first distribution deal in the US for its professional , we thought that the market would be blown away by our technology. In the end, CyDen backed out of the deal when it was clear that the sales team in the US was not performing. In hindsight it should not have been a surprise.

I doubt I can improve on Mark Suster's brilliant article, called The fallacy of Channels.

http://www.bothsidesofthetable.com/2010/02/23/the-fallacy-of-channels-startups-beware/