Figure 16 Sept 2026From “What is channel economics? Revenue share is not channel profit”

The synthetic channel-contribution ledger

The route with the largest revenue share is not automatically the route with the largest contribution. Keep cash, costs, service, conflict, and ownership visible.

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Figure 1The synthetic channel-contribution ledger

Route	Booked	Collected	Fee	Delivery and support	Incremental acquisition	Contribution	Ownership and decision
Direct	100	96	0	32	18	46	Supplier owns; retain route
Reseller	100	82	20	14	8	40	Shared; review renewal control
Marketplace	100	88	18	20	15	35	Platform controls data; test scope
Referral	100	70	10	38	27	-5	Supplier serves; stop or redesign

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Source: Author's synthetic channel ledger grounded in Homburg, Vomberg and Muehlhaeuser (2020) and Sa Vinhas and Anderson (2005). Amounts, cost allocations, ownership states, and dispositions are illustrative, not company economics.

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Source and evidence

Each line names a claim related to this exhibit, its source, and how it was checked.

B T11-OWN-C1 Channel economics reconciles collected revenue and incremental contribution across a declared route, unit, customer, and periodAuthor framework grounded in CH1R-C1 and CH1R-C2
B T11-OWN-C2 A route record separates booked revenue, collected revenue, fees, concessions, service, acquisition, conflict, coordination, and ownershipAuthor record design
B T11-OWN-C3 Channel contribution is collected revenue less the declared route fees, concessions, variable service, acquisition, and conflict costsAuthor formula

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Go-to-market strategy

What is channel economics? Revenue share is not channel profit

Channel economics reconciles collected revenue, route costs, service load, acquisition, conflict, and contribution. Revenue share is not channel profit.

6 Sept 2026

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APA 7

Isoglu, S. (2026). The synthetic channel-contribution ledger [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-channel-economics-fig02/

BibTeX

@misc{isoglu-2026-what-is-channel-economics-fig02,
  author = {Isoglu, Sinan},
  title = {{The synthetic channel-contribution ledger}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-channel-economics-fig02/},
  note = {From the essay {What is channel economics? Revenue share is not channel profit}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-channel-economics-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-channel-economics-fig02.png" alt="Figure 1: The synthetic channel-contribution ledger" width="3200" height="2400">
  </a>
  <figcaption>Figure 1: The synthetic channel-contribution ledger. Source: Author&#39;s synthetic channel ledger grounded in Homburg, Vomberg and Muehlhaeuser (2020) and Sa Vinhas and Anderson (2005). Amounts, cost allocations, ownership states, and dispositions are illustrative, not company economics. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-channel-economics-fig02/">View exhibit</a>.</figcaption>
</figure>