• 1 min read
Channel Strategy Framework: Pick, Test, Scale Your First 3 Channels
How to systematically evaluate, test, and scale distribution channels for your B2B product.
The Channel Selection Matrix
How to Pick Your First 3
Phase 1 (0-10 customers): Founder-led outreach + LinkedIn. Zero budget.
Phase 2 (10-100 customers): Add cold email + content. Systematic.
Phase 3 (100+ customers): Add one paid channel or partnerships.
Channel Testing Framework
- Define target CAC
- Run 2-week test
- Measure: CAC, conversion rate, pipeline generated
- Decision: invest 3x or kill
Metrics
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