There’s growing revenue and margin pressure across most industries forcing companies to find new ways to power growth with fewer employees and resources.

Simply stated: How do you grow without adding costs?

That’s where Gilroy Associates comes in. The sales channel is a powerful engine for growth — when managed correctly, it can drive substantial revenue and profitability without needing to hire more staff.

We specialize in helping companies create a more effective, scalable, and higher-ROI channel strategy. Our approach enables businesses to unlock the full potential of their partner ecosystems, increasing efficiency and driving growth in even the most challenging environments.

Let’s talk about building a smarter, more scalable channel strategy 👉 request a consultation

Building a Billion Dollar Channel

I’ve got plenty of channel success stories I could share to illustrate how we achieved this — but the example from a major tech company I worked for stands out as a perfect case study. It’s a story of transformation, listening to the market, and building a solution that delivered extraordinary results.

Listen to Understand

Many vendors treat the reseller community like a dictatorship, telling them “You will sell this.” We take a different tack, listening to understand the partners’ needs.

We take a different approach. At Gilroy Associates, we believe listening is the foundation of any successful channel strategy. You can’t sell effectively unless you understand what your partners and their customers truly need.

When I joined the tech company in 2017 as the Mobility Channel Chief, the B2B mobility channel was generating around $65 million annually. My goal? To grow it to a billion.

To achieve that, I spent time on the ground with our reseller partners, not just talking, but listening. In those meetings, a recurring issue kept coming up: a new government mandate was about to disrupt the trucking industry.

The Challenge: Electronic Logging Devices (ELD) Mandate

The upcoming legislation required truck drivers to transition from manual logbooks (pen and paper) to Electronic Logging Devices (ELD) for tracking driving time and distance. The mandate was clear:

Drivers could drive for a maximum of 11 hours per day.
Trucks could operate for no more than 14 hours at a stretch.
All activity had to be electronically tracked and accessible to safety officials upon request.

It was a massive shift, and truckers weren’t ready for it. They needed a reliable, easy-to-use, and compliant solution. This is where we came in.

Creating (and Recreating) a Solution

We knew the legislation was coming, and that we had the technology and the industry expertise to create a solution that met the new requirements.

The solution had to be more than just a product — it needed to work seamlessly in the trucking environment and provide real business value. So, we worked to create a ruggedized tablet that would meet the truckers’ needs. It would need a long battery life to cover hours of tracking and a sturdy case to protect it in case it was dropped or in an accident. But what else would they need?

The partners shared their expertise to help us create a solution, not just a product.

They understood the tracking required, so we combined GPS tracking with the ELD software. They installed the units with mounting brackets in the trucks so they’d stay secure. They provided service for those units down the road. All the services and software were wrapped around the hardware.

We didn’t stop there, though. Through continued meetings with our partners, we realized the product wasn’t quite perfect since drivers were unable to use the tablets while wearing gloves, which most were doing during the colder months.

We took this feedback back to the manufacturing side, where they were able to create an updated version that responded to touch by gloves. It wasn’t easy to get a new product out so quickly, but we knew this was essential to truly solve the business problem.

By working closely with our partners and staying agile, we were able to refine the product until it was exactly what the market needed.

Growing to One Billion

The results were staggering.

We quickly became the #1 supplier of ruggedized devices to the trucking industry through the channel. Fleet companies adopted the solution rapidly, recognizing its reliability and ease of use.

By 2022, the B2B mobility channel had grown to over $1 billion in annual revenue.

And the growth didn’t stop there. The ruggedized devices soon found use cases beyond the trucking industry:

Police departments used them for on-the-go data entry and field reporting.
Construction workers relied on them for managing projects on-site.
Even a plumber who recently worked on my house was using one!

This kind of expansion happens when you create a solution that truly solves a problem — not just for one market, but across multiple industries.

The Gilroy Associates Approach

This success didn’t happen by accident. It came from truly listening to partners, understanding their needs, and building a solution — not just a product.

At Gilroy Associates, we help businesses develop scalable, high-ROI channel strategies by:

Listening to and collaborating with partners.
Creating solutions tailored to real-world needs.
Providing ongoing support and adapting quickly to feedback.
Building long-term, mutually beneficial relationships.

When you combine deep industry knowledge, a strategic approach, and a commitment to listening — you drive exceptional results.

This is how you build a billion-dollar channel.

Let’s talk about building a smarter, more scalable channel strategy 👉 request a consultation today

Thought Leadership

How to Build a Billion Dollar Channel Business