FactoryWhere the number lives / Channel and partners
Channel and partners
Your dealers are your pipeline and you cannot see inside them. Schemes pay for volume that was arriving anyway.
Active partners in ninety days. Agreed in writing, before anything is built.
What this looks like from the inside.
If three or more of these are true, there is almost certainly a number here worth chasing.
- 01Partners are onboarded in bulk and most send nothing after the first month.
- 02Scheme reconciliation absorbs weeks of finance time every quarter and is done by hand.
- 03Your own team and your partner chase the same account and find out at the quote.
- 04Secondary sales are a spreadsheet that arrives late in a format that keeps changing.
- 05Nobody knows which partners are a credit risk until an invoice ages.
The number we would agree first.
Partners who placed an order in the trailing ninety days against partners appointed. Or scheme payout per scheme-attributable unit, where attributable volume is the increment above the partner's own trailing baseline.
Coverage is visible the day the export lands. Scheme attribution is the argument your CFO has been trying to have for years.
Outlet or dealer coverage from your own billing data: partners mapped against partners billed this period, by territory.
6 plays that move it.
Each is built from the same nine patterns and reads the same memory. The first is priced as a pilot. Every one after it runs on a memory that already exists.
- ChannelDealer and distributor coverage
- ChannelPartner performance against margin
- ChannelScheme and rebate leakage
- ChannelChannel conflict detection
- ChannelSecondary sales visibility
- ChannelPartner credit risk
A number in this function we have already moved.
Success story / Building productsSchemes were paying for volume that was coming anyway.
Dealer incentives had never been tested against counterfactual volume, and claims were reconciled by hand at quarter end by two people who had done it that way for years.
Read the success story