Sales Channels · Channel performance · Component
The management cost
Time consumed managing the route, which appears on no invoice — and is frequently the largest cost of a partner relationship.
The deliverable
What it is
Partner routes consume meetings, enablement, dispute resolution and reporting. None of it appears as a cost and all of it is real.
A route consuming a day a week of senior attention for a small share of revenue is expensive regardless of its margin.
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 time
How much attention the route consumes.
3 attributes: Hours per period · Whose time · Estimated value
LearnThe ratio
Management cost against contribution.
3 attributes: Contribution per management hour · Rank · Decision
Learn
Small routes persist because their management cost is invisible. Contribution per hour of attention makes it visible.
The other components in channel performance
The contribution
What each route delivers after margin share and cost to serve — because revenue ranking and contribution ranking differ.
LearnThe customer quality
How customers from this route retain and expand — because quality differs by route, sometimes by more than the margin does.
Learn