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Channel economics: design and analyze the financial structure of go-to-market channels.
Passed 18 of 22 test cases with the skill, and 12 of 22 without it.
and 3 more in the full report
6 fixed12 passed either way4 still failing0 broke
Tokens, turns and time describe resource use, not a dollar price.
One of 6 test cases the skill fixed. Same model, same prompt, with and without the skill.
Write the exact command-line invocation for evaluating a deal using the channel margin calculator tool in this codebase for a deal file named enterprise_deal.yaml on the marketplace channel.
| Checked | Without skill | With skill |
|---|---|---|
| invokes python scripts/channel_margin_calculator.py with --deal enterprise_deal.yaml and --channel marketplace | Missed | Passed |
The instructions your model reads when the skill loads.
End-to-end financial modeling and design of go-to-market channels: direct sales economics, reseller / distributor margin structures, marketplace fees, partner tier economics, channel conflict resolution, and the TCO frameworks that compare channel options apples-to-apples.
This skill provides the financial backbone for channel strategy. For strategic partnership design (which channel to invest in, how to structure the partnership), see business-growth/partnerships-architect. For partner-deal-level approval mechanics, see business-growth/deal-desk.
| Situation | Skill applies |
|---|---|
| Deciding direct vs partner-led for a new product | Yes — start with channel model decision tree |
| Designing a partner tier structure (silver/gold/platinum) | Yes — see partner tier economics |
| Modeling a specific partner deal's margin / payback | Yes — scripts/channel_margin_calculator.py |
| Analyzing channel conflict (overlapping direct + partner deals) | Yes — see channel conflict + scripts/channel_mix_optimizer.py |
| Building a partner program rebate / SPIFF structure | Yes — see rebate design |
| Comparing AWS Marketplace vs direct list-price economics | Yes — scripts/channel_margin_calculator.py --channel marketplace |
| Negotiating a specific partner contract | Use business-growth/contract-and-proposal-writer for the contract; this for the economics |
| Strategic partnership design (joint go-to-market, OEM, white-label) | Use business-growth/partnerships-architect first |
Six core channel models. Most companies use a mix.
What's the product's complexity + price point?
Low complexity, low price (< $10k ACV):
├── Self-serve / PLG → no channel
├── E-commerce → direct via web
└── Marketplace (AWS / Azure / GCP / Salesforce AppExchange) → if buyer already there
Medium complexity, mid-market price ($10k - $250k ACV):
├── Inside sales / SDR-led direct → if buyer journey is well-understood
├── Reseller / VAR (Value-Added Reseller) → if local presence / language matters
├── Marketplace → if buyer prefers procurement via existing relationship
└── Embedded / OEM → if your product is a component in someone else's offering
test cases passed, vs 12 / 22 without
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