Your product is great. Can customers actually buy it?
Distribution is the invisible half of growth. The right channels, the right partners, the right economics, the right coverage. We've built distribution strategies that achieved exclusive partnerships — selected over the dominant incumbent.
The problems we solve
You depend on one channel
All your revenue comes through one distributor, one marketplace, or one sales channel. If they change terms or drop you, you're exposed.
Your channel economics are unclear
You don't know the true unit economics by channel. Some channels look profitable but eat your margin in hidden costs. You can't make informed channel decisions.
You can't find the right distributors
In the Middle East, the right distributor makes or breaks your market entry. But finding, qualifying, and negotiating with them is opaque. You're guessing.
Your distributors underperform
You signed distributors but they're not selling. No coverage, no pipeline, no accountability. You can't tell if it's the partner, the product, or the terms.
How we work
Channel Strategy & Selection
We design the channel mix: direct, distributor, marketplace, partner, hybrid. Which channels, in what sequence, for which segments.
Partner Selection & Negotiation
We help find, qualify, and negotiate with distributors and channel partners. We've negotiated exclusive partnerships with Visa and Mastercard — we know the leverage points.
Channel Economics & Margin Design
We model the unit economics by channel — margin, cost-to-serve, volume thresholds — so your distribution is profitable, not just present.
Distributor Management System
We build the distributor management system: contracts, SLAs, performance reviews, incentive structures. Accountability that compounds.
How the engagement works
Channel Audit & Market Mapping
2-3 weeks. Audit current channels, map the distribution landscape, identify candidate partners and channels.
Channel Strategy Design
Design the distribution strategy: channel mix, partner economics, coverage model, negotiation framework.
Partner Activation
Identify, qualify, and activate the first 2-3 channel partners. Negotiate terms, structure the relationship, launch.
Management System & Scaling
Build the distributor management system — reviews, SLAs, incentives. Scale to additional partners and channels over time.
Bee FinTech Solutions (Basata)
Bee was competing against Fawry for wallet and merchant payment volume in Egypt. Without a card-network partnership, Bee's growth ceiling was capped by cash-based rails. The challenge was to land a card-network partnership that would unlock online and card-not-present use cases.
Outcome: Bee was selected as the exclusive payment aggregator for Mastercard Payment Gateway System (MPGS) and wallets in Egypt — over Fawry. This unlocked accelerated GMV/revenue growth and a new merchant segment. Customer ops improved ~30% on First Contact Resolution and ~50% on NPS (relative lifts). Bee's launch campaign was later selected by Philip Kotler as a case study in Marketing Management — the first Egyptian and Arab case study in the textbook.
Read the full case studyQuestions about this service
Ready to discuss how we can help?
Book Your Free Consulting Session. We'll listen, share an honest perspective, and outline the next step — no pressure.