The e2open white paper explains how sales channels must adapt to a new ecosystem economy shaped by changing buyer behavior and more complex decision‑making networks. Buyers now conduct extensive research before purchasing, while influencers, advisors, and other stakeholders play a greater role in shaping outcomes. These shifts are forcing brands to rethink traditional channel definitions and revenue strategies. The paper introduces an ecosystem‑based, holistic channel model that expands beyond resellers and distributors to include a wider range of partners. Successfully managing this model requires new approaches to channel strategy, engagement, and coordination to support growth in a more interconnected and influence‑driven market.

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