Untapped Channel Strategy

The Wrong Playbook

Channel strategy for vendors who want to get working with MSPs right.

Jul 21, 2026 · 7 min read

The MSP Growth Window Is Open. Most SaaS Vendors Are Missing It.

Direct sales hits a ceiling. MSPs change the math. Why 2026–2028 is the window for $30M–$150M ARR vendors — and what happens when you're not ready for the deal.

MSP channel strategySaaS growthpartner programchannel strategy
May 29, 2026 · 7 min read

How to Build an MSP Channel Org That Actually Scales

Most vendors build their MSP partner program backwards. Here's the architecture that actually works.

MSP channel strategypartner programorg designchannel sales
Apr 5, 2026 · 7 min read

MSP Partner Enablement That Actually Works

Product training isn't enablement. MSPs need to know how your product fits into the stack they already manage — here's how to build enablement that drives activation.

MSP enablementpartner enablementchannel strategypartner activation
Apr 2, 2026 · 8 min read

How to Build an MSP Channel Program That Actually Produces Revenue

A step-by-step breakdown of what it takes to build an MSP program from scratch — and why most vendors get it wrong before they even start.

MSP channel programpartner programchannel strategyB2B SaaS
Mar 31, 2026 · 4 min read

Why I Started Untapped Channel Strategy (And the MSP Problem I Kept Seeing)

After 13 years watching vendors treat MSP programs like side projects, I built a practice to fix that.

MSP channel strategypartner programfractional consulting
Mar 31, 2026 · 5 min read

Why VAR Playbooks Fail MSPs

Most vendor MSP programs are built on reseller assumptions that don't translate to managed services — here's why that matters.

MSPChannel StrategyVAR
Mar 28, 2026 · 7 min read

MSP Channel Conflict: How to Stop Direct Sales From Killing Your Partner Motion

Channel conflict between direct sales and MSP partners is structural, not cultural. Here's how to fix it before it kills your program.

channel conflictMSPdirect salespartner program
Mar 25, 2026 · 7 min read

How to Price Your SaaS Product for MSPs

Enterprise pricing models don't work for managed service providers. Here's how to restructure your pricing so MSPs can actually sell your product.

MSP pricingSaaS pricingpartner economicschannel strategy
Mar 21, 2026 · 7 min read

Pax8 vs. Ingram: Which Distributor Is Right for Your MSP Strategy?

Getting listed on a distributor marketplace doesn't mean you'll get sold. Here's how to think about Pax8, Ingram, and what 'distributor ready' actually means.

Pax8IngramMSP distributionchannel strategy
Mar 18, 2026 · 6 min read

What Does a Fractional Channel Leader Actually Do?

Fractional channel leadership isn't consulting with a different label. Here's what it actually looks like inside a vendor organization.

fractional leadershipchannel strategyMSPB2B SaaS