Para equacionar mais cedo do que tarde

Algo que algumas empresas vão ter de equacionar mais cedo do que tarde:

"Companies increasingly use digital technologies to circumvent distributors and enter into direct relationships with their end-users. These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. But they also risk alienating the longstanding partners that companies count on for their core business.
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Embrace Stealth
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In the past, companies looking to test new business models could quietly enter a new geography free from restrictive distribution contracts that limit their ability to go direct in their traditional geographies. But that is harder to do in the digital age, as customers and partners anywhere can easily see what you’re doing online.
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Alternatively, the company can operate in stealth mode by targeting customer segments that have been poorly served or ignored by traditional distributors.
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Create Hooks
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Distribution partners willingness to retaliate can be minimized if companies are able to create hooks that compel and reduce their negotiating leverage. There are many ways to build hooks, including bundling products, monopolizing a category, or developing features that are indispensable to a subset of customers.
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Minimize Pain
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Supporting downstream partners’ business can also reduce the risk of retaliation.
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Digital represents a significant opportunity for many B2B companies, but also risk. Failure to act enables competitors and new entrants, while action risks retaliation from existing partners. To break this stalemate, leadership should align on the imperative to act, acknowledge the risks of action, and identify the right strategy with which to move ahead. Your long-term partners are more likely to stand by you if they see your direct-to-consumer move not as an act of aggression but as a plan for growth."

Trechos retirados de "Building a Direct-to-Consumer Strategy Without Alienating Your Distributors"