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Shivam Bansal

. • 22h

A ₹100-crore company doesn’t fail because of competition. It fails because it tries to run too many channels at once. D2C, B2C, and B2B aren’t just sales routes — they are **three different businesses** with different cash cycles, ops, and risks. Big companies can absorb this complexity. Mid-scale companies usually can’t. What happens when founders do everything together? * B2B cash funds D2C losses * D2C discounts anger distributors * Inventory fragments * Focus disappears That’s not omnichannel. That’s operational entropy Sector reality: FMCG → B2C core, D2C to learn Electronics → B2C scale, D2C insight Lifestyle → choose D2C or B2C Industrial → B2B wins Founder mindset shift: Don’t ask “Where should we be present?” Ask: Which channel earns? Which channel hedges? Which channel teaches? One channel earns. One channel hedges. D2C learns. Clarity beats ambition.

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