How a Niche Safety Equipment Maker Scaled Past 20 Million by Fixing Its Channel Conflict

In episode 177 of Scaling Up with Fexingo, Lucas and Luna dive into the story of a niche safety equipment manufacturer that hit a brick wall at around 12 million in revenue. The founder's mistake? Trying to sell both direct and through distributors without a clear strategy, leading to channel conflict and stalled growth. They unpack how the company redesigned its go-to-market model, carved out exclusive product lines for distributors, and built a direct sales motion only for enterprise accounts. By the end, they'd pushed past 20 million in annual revenue. This episode is a masterclass in channel design, pricing discipline, and the art of saying no to easy revenue. If you've ever wondered why some B2B companies thrive while others plateau, this one's for you. #ScalingUp #Business #ChannelStrategy #SalesStrategy #B2B #Distribution #DirectSales #GoToMarket #RevenueGrowth #Manufacturing #SafetyEquipment #PricingStrategy #BusinessGrowth #SalesChannel #FexingoBusiness #BusinessPodcast #SmallBusiness #MidMarket Keep every episode free: buymeacoffee.com/fexingo