channel-economics Purpose Help Head of Commercial / RevOps / VP Sales answer three questions at the quarterly channel review: 1. What does each channel actually cost to serve, fully loaded? (direct headcount, channel manager attribution, partner discount, MDF, enablement time, support load, allocated overhead) 2. What is the ROI of each channel under three lenses? (cash ROI year-1, LTV-adjusted ROI, marginal ROI — next dollar of investment) 3. What is the optimal channel mix subject to our strategic constraints? (minimum direct floor, maximum partner concentration ceiling, sensitivity to CAC…