---
title: Supply-Side Acquisition — RGM Training
url: https://realgrowthmatters.com/training/marketplace-growth/supply-side-acquisition/
updated: 2026-06-10
source_html: https://realgrowthmatters.com/training/marketplace-growth/supply-side-acquisition/
---

[Home](../../../index.html) › [Training](../../index.html) › [Marketplace Growth](../index.html) › Supply-Side Acquisition

RGM° · Training

# Supply-Side Acquisition

Often harder than demand. Channels, quality, retention.

### What you will learn

1. [Why supply acquisition](#why)
2. [Channels](#channels)
3. [Quality](#quality)
4. [Retention](#retention)
5. [Advanced playbook](#advanced)
6. [Mistakes](#mistakes)
7. [Checklist](#checklist)

## Why supply acquisition

Without supply, marketplaces have nothing to offer. Supply acquisition is often harder than demand because suppliers have alternatives.

## Channels

- Direct sales (B2B).
- Self-serve onboarding.
- Referral programs.
- Sales partnerships.
- Acquisition / aggregation.
- Adjacent product entry.
- Subsidies / incentives.

## Quality

- Vetting process.
- Onboarding training.
- Performance standards.
- Reviews and ratings.
- Removal mechanisms.
- Trust signals.

## Retention

- Earnings transparency.
- Tools and platform improvements.
- Community.
- Recognition tiers.
- Self-service support.
- Direct support for top suppliers.

## Advanced playbook

- Supply acquisition strategy documented.
- Multi-channel approach.
- Quality vetting process.
- Onboarding training program.
- Performance standards.
- Top-supplier programs.
- Community building.
- Earnings transparency.
- Annual supply strategy review.
- Cross-functional ownership.

## Mistakes

- Supply acquisition single-channel.
- Quality vetting absent.
- Onboarding training weak.
- Performance standards unclear.
- Top suppliers not differentiated.
- Community absent.
- Earnings transparency missing.
- Annual review skipped.
- Cross-functional ownership unclear.
- Supplier churn unmanaged.

## Checklist

- Supply acquisition strategy documented
- Multi-channel approach
- Quality vetting process
- Onboarding training program
- Performance standards
- Top-supplier programs
- Community building
- Earnings transparency
- Annual supply strategy review
- Cross-functional ownership

## Sources and further reading

- Andrew Chen marketplace supply research
- Sangeet Paul Choudary supply research
- Reforge marketplaces curriculum
- NfX research
- Bill Gurley research
- Lenny Rachitsky case studies
- First Round Review marketplace
- Airbnb host research
- Uber driver research
- HBR marketplace research
- Marketing Brew marketplace coverage
- Sequoia research

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Part of the [Marketplace Growth](../index.html) series.