Sales Channels · Channel performance · Component
The contribution
What each route delivers after margin share and cost to serve — because revenue ranking and contribution ranking differ.
The deliverable
What it is
A route delivering high volume at a margin share that leaves little is producing activity rather than profit, and it will be defended on the revenue figure.
Cost to serve differs by route: self-serve is cheap and partner routes consume management attention that appears nowhere.
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 net
Revenue less margin share and direct cost.
3 attributes: Gross revenue · Net contribution · Contribution rate
LearnThe cost to serve
What supporting customers from this route costs.
3 attributes: Support cost per customer · Support volume · Reason
LearnThe ranking
Routes by contribution against routes by revenue.
3 attributes: Revenue rank · Contribution rank · Divergence
Learn
Partner-sold customers often cost more to support, because the partner sold what they understood.
The other components in channel performance
The customer quality
How customers from this route retain and expand — because quality differs by route, sometimes by more than the margin does.
LearnThe management cost
Time consumed managing the route, which appears on no invoice — and is frequently the largest cost of a partner relationship.
Learn