Most companies don't have a broker channel problem. They have a channel architecture problem. These four essays are the definitions the practice operates from.
The channel architecture problem is the gap between having broker relationships and having a broker channel. Most HR tech companies collect partnerships and call it a channel. What they lack is the thesis, operating model, and measurement system that turn those relationships into repeatable revenue.
Broker-channel fit is the moment your product, your positioning, and the way brokers actually work line up clearly enough that consultants want to bring you into client conversations without being asked. It sits next to product-market fit as a distinct concept, and it is the precondition for any serious investment in the broker channel.
Every engagement in the broker channel is one of three stages of work: entering the channel, rebuilding it, or scaling what already works. The craft is the same. What changes is what you start with, what you should not break, and what the next right step is.
Most vendor certifications that brokers and their clients rely on — SOC 2, HIPAA, ISO 27001 — cover what a vendor built. They say very little about how a vendor behaves inside a client relationship. For the broker channel, that gap is where the damage actually happens.
These pieces are the frameworks we operate from every day. A first conversation is the fastest way to pressure-test whether they apply to your situation.
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