← Every exhibit
What does channel economics mean?
| Field | Question it answers | What goes wrong when it is hidden |
|---|---|---|
| Booked revenue | What amount was recorded at order or contract? | Booking volume is confused with cash |
| Collected revenue | What amount was received by the cutoff? | Timing and credit risk disappear |
| Channel fee | What was paid to the intermediary or platform? | Revenue share looks like retained value |
| Discount or credit | Which concession reduced the collected amount? | Pocket price and channel comparison drift |
| Delivery and support | What variable service burden followed the route? | High-touch routes look artificially attractive |
| Incremental acquisition | What acquisition cost belongs to this route? | A channel inherits no cost and appears free |
| Conflict and coordination | What duplicated or displaced commercial work? | Concurrent routes are compared as if independent |
| Ownership and control | Who owns the customer, data, renewal, and exception? | Contribution is mistaken for relationship control |
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Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
Related exhibits
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What does partner-led growth mean?
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