D-11
Near-Term — Pilot Running · Month 1–2
Open
Sales
Ref: SCH-01
Sales Channel Strategy
Is the primary sales motion direct, audit firm-led, authority-driven, or hybrid?
The sales channel determines who owns the client relationship, how margins are shared, and how quickly the team can scale beyond 3 people. Direct is highest-margin but slowest to scale. Audit firm-led creates a scalable channel but introduces dependency and margin sharing (typically 15–25%). Authority-driven creates volume but has the longest sales cycle.
Options
Direct — EcoOptimize team sells to factories and authorities
Audit firm-led — audit firms bring their client factories
Authority-driven — regulators mandate or recommend
Hybrid — direct for pilot, channel-led from Month 6