Lens family
20 analysesDistribution ✕
Stripe Sold to the One Person Who Couldn't Sign the Check
Stripe
Atlassian Didn't Kill the Sales Team. It Just Made the Sale Wait Its Turn.
Atlassian
Levi's Didn't Quit Wholesale. It Reweighted the Whole Company One Point a Year.
Levi's
Tesla Didn't Skip the Dealer Out of Vision. No Dealer Would Sell a Car That Never Breaks.
Tesla
Walmart Spent 25 Years Losing at E-Commerce. Then It Stopped Trying to Beat Amazon at Amazon's Game.
Walmart
Dell's Direct Model Wasn't a Religion. It Was a Bet That Lost Once and Got Quietly Abandoned.
Dell
Bricks vs. Clicks Is Over. They Both Won, and Now They Want the Same Thing.
Walmart vs Amazon
Nike Fired Its Own Distributors. Then It Hired Them Back.
Nike
Best Buy Didn't Bypass the Channel. It Fired the Salesman and Bought the Leverage.
Best Buy
Macy's Didn't Bypass the Channel. It Was the Channel — In 1858.
Macy's
Nordstrom Didn't Bypass the Channel. It Got the Brands Who Hated the Channel to Pick It.
Nordstrom
Ralph Lauren Didn't Free Itself From Discounts. It Cleaned Up a Mess It Made.
Ralph Lauren
Progressive Sells Through Agents and Around Them at Once. It Took a Decade to Make That Stop Hurting.
Progressive
Uber Didn't Beat the Medallion. It Walked Through a Door That Was Already Open.
Uber
Macy's Built a Smaller Store to Escape the Mall. It's Too Small to Save the Company.
Macy's
Nordstrom's Discount Basement Quietly Became the Whole Building
Nordstrom
The DTC Brands Weren't Direct-to-Consumer. They Were Renting a Facebook Targeting Engine.
The DTC Bust
Tesla Didn't Defeat the Dealer Laws. It Was Born Outside Them.
Tesla
PayPal Didn't Partner With eBay. It Infested It Until eBay Had to Buy the Cure.
PayPal
Patagonia Tells You Not to Buy the Jacket. Then It Repairs It Forever.
Patagonia