Framework
Three things you don't own when you sell through a channel
A framework of the three conditions you need before you can follow up with a customer: knowing who they are, having a lawful basis to contact them, and having a route that reaches them. When you sell through distributors, dealers or marketplaces, the partner holds all three. The ePrivacy Directive ties the soft opt-in to whoever made the sale, and GDPR Article 14 sets duties for data you get from someone else. The fix is to capture consent yourself, for example in an interview link you issue through Koji.
Where this appears
What's in this framework
- Their identity: The sales record names your partner. Your registration list holds only the customers keen enough to fill in a form.
- A lawful basis to contact them: The right to email customers belongs to whoever made the sale and collected the details. It does not move up the supply chain.
- A route that reaches them: A partner list brings a duty to tell each person where you got their data, within one month at the latest.
Use this image
Free to use in your docs, decks and posts under CC BY 4.0, as long as you credit Koji with a link to this page. To embed it, paste this into your page:
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<a href="https://www.koji.so/visuals/indirect-sales-three-things-you-do-not-own"><img src="https://www.koji.so/visuals/indirect-sales-three-things-you-do-not-own/indirect-sales-three-things-you-do-not-own.png" alt="Framework of three things a manufacturer selling through a channel lacks for follow-up research: customer identity, a lawful basis to contact, and a route." width="1200" height="649" /></a>
<p>Source: <a href="https://www.koji.so/visuals/indirect-sales-three-things-you-do-not-own">Three things you don't own when you sell through a channel</a>, Koji</p>
