GTM evolution and channel viability are increasingly defined by economic adaptability rather than structural relevance.
This is part 9 of a 10-part series, each representing a thematic category covered in the full report.
As traditional resale margins compress and new routes to market gain traction, partners, distributors, and vendors are reassessing how value is created, delivered, and sustained. Transitions to service-led models, marketplaces, and specialization-driven strategies introduce execution risk, margin pressure, and alignment challenges that test the resilience of existing channel frameworks.
These forces are reshaping channel viability and highlight where misalignment between strategy, economics, and market demand threatens long-term sustainability.
