Not sure this is common knowledge, but it is one of the most useful things you need to understand about having a distribution channel
You don't have to build something and then start wondering how to distribute it
Distribution you already own can shape what you build and this is important to know for anyone with an audience
Let's say you run a community of 25,000 merchants - you have a distribution advantage if you build something for merchants
And why? Because your first users will easily come from there
Same thing applies to a creator building a product for their audience OR a company building something for an ecosystem where it already has partners and customers
That's why product strategy and distribution strategy shouldn't live on opposite sides of your business/company
Finding + building something people want isn't enough if you have no practical way of reaching them
To turn reach into distribution, it must be able to convert attention into action
Getting 1 million impressions doesn't automatically mean you have good distribution
Imagine you sell enterprise software and your post goes viral among teenagers who like memes
That's great reach, but terrible customer distribution
Distribution should connect what you have with people who can actually do something useful with it (your ideal customer)
Depending on the goal, that might mean buy, register, attend, invest, respond or remember you
The quality of the path matters just as much as its size
For example:
A newsletter read by 5,000 active buyers is more valuable than a viral post seen by 500,000 random people with little to no result
Audience-channel fit matters a lot because the channel has to make sense for the product
> A developer tool might do well on GitHub, technical content, developer communities, and word of mouth
> Fashion brands might thrive through TikTok creators, Instagram, paid social and referrals
> Saas might rely on sales, industry events, partnerships and founder-led content
> A local restaurant could be discovered through Google maps, Instagram, TikTok, recommendations and delivery apps
The core idea here is that products will determine the channels, not the other way around
Andrew Chen from a16z makes a similar point regarding distribution
Products tend to have a natural fit with certain channels, and the channel that gets a company its first few thousand users may stop working as the company grows. Companies often have to expand into larger channels over time
In simple terms, what gets you from 0 to 1 will rarely get you from 1 to 100
So when you see people say:
"Your brand must post TikTok content"
"You're missing out if you don't do email marketing"
"SEO is dead"
"Your brand should have a Reddit account" and every other piece of advice you see
You should ask yourself if it fits your product, ideal customer, and your goal first
Reach is simply people seeing you, but distribution gets you in front of the right people
And by all means, get that reach and drive the attention, but it's only useful if it leads to your desired action