Sales Channels · Channel conflict · Component
The mechanism
Deal registration, price floors and whatever else enforces the boundary — because a rule with no mechanism is a preference.
The deliverable
What it is
Deal registration — first to claim a named opportunity holds it — prevents most disputes and costs a form.
Price discipline across routes matters more than any rule: a customer who finds two prices has learned that the boundary is negotiable.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
The registration
How a route claims an opportunity.
3 attributes: Process · Claim validity · Administered by
LearnThe price discipline
What stops routes competing on price.
3 attributes: Price floor · Can waive · Breaches
LearnThe consequence
What happens when the boundary is breached.
3 attributes: Consequence · Applied consistently · Breaches per period
Learn
An inconsistently enforced boundary is worse than none, because it rewards testing it.
The other components in channel conflict
The boundaries
Which route owns which customers, by an explicit rule — because ambiguity is what creates the conflict.
LearnThe arbiter
Who rules on cases the boundary does not cover, and how quickly — because disputes arrive with a deadline attached.
Learn