channel-economics

From the author

Use when reviewing or rebalancing direct vs. partner-led channel economics — computing fully-loaded cost-to-serve per channel, channel ROI with cash / LTV / marginal lenses, and optimal channel mix subject to constraints. For Head of Commercial, RevOps, and VP Sales doing quarterly channel review when pipeline is mixed (e.g., 60% direct + 40% partner-led) and nobody actually knows which channel makes money after CAC, support load, partner discount, deal-velocity differences, retention differential, and overhead allocation are all loaded in. Outputs cost to serve, channel ROI verdicts (DOUBLE-DOWN / MAINTAIN / DEFUND / EXIT), a sensitivity-tested channel-mix recommendation, and the diminishing-returns inflection (e.g., 'which channel actually makes money — direct or partner?').