Map AI Assistants Before They Become Your Channel
AI answers now sit before many partner conversations. Treat them as an early trust route, then map what they recommend before your incentives scale the wrong path.
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Pilotage for partner routes
The Channel Compass
The Channel Compass examines how B2B companies turn the trust routes customers already use into governed partner motions with clear access rights, ownership rules, service expectations, and economics that can survive growth pressure.
001 Access
074 Authority
118 Ownership
203 Service
287 Economics
Current sounding
Sound the channel before you scale it
Every partnership has hidden shallows: who may approach the account, whose signal the buyer trusts, which margin funds enablement, where the service promise transfers, and what behavior the incentive plan will actually reward. These essays make the route workable before the forecast makes it urgent.
A
When the partner owns trust but not delivery, governance has to price the handoff.
B
When the vendor owns the promise but not access, enablement becomes a route discipline.
C
When both claim the customer, incentives will expose the real constitution of the channel.
Notices to mariners