channel-economics

Topics in the source

• channel-economics
• Purpose
• When to use
• Workflow
• Step 1 — Intake channel data
• Step 2 — Compute cost-to-serve per channel
• Step 3 — Compute ROI per channel under three lenses
• Step 4 — Optimize channel mix subject to constraints

Help Head of Commercial / RevOps / VP Sales answer three questions at the quarterly channel review: 1. What does each channel actually cost to serve, fully loaded? (direct headcount, channel manager attribution, partner discount, MDF, enablement time, support load, allocated overhead) 2. What is the ROI of each channel under three lenses? (cash ROI year-1, LTV-adjusted ROI, marginal ROI — next dollar of investment) 3. What is the optimal channel mix subject to our strategic constraints? (minimum direct floor, maximum partner concentration ceiling, sensitivity to CAC shifts) The skill emits per-channel verdicts (DOUBLE-DOWN / MAINTAIN / DEFUND / EXIT), a sensitivity-tested mix recommendation, and the diminishing-returns inflection point. It does not pick the strategy — humans do, with the numbers loaded honestly for the first time. Quarterly channel review: pipeline is 60/40 or 50/50 direct vs partner and you don't actually know which one is profitable Considering hiring a channel manager — need to know if the channel can clear the loaded-cost bar Partner program ROI question from the board ("we spent $X on MDF — what did we get?") A segment is over-indexed to one channel and you su

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