# Channel Economics

Channel economics: design and analyze the financial structure of go-to-market channels.

- Repository: https://github.com/borghei/Claude-Skills (1026 stars)
- Category: Design
- License: MIT + Commons Clause
- Last updated: 2026-10-23
- Runs scripts: yes, review before use

## Install

Claude Code: `npx skills add borghei/Claude-Skills --skill channel-economics -g -a claude-code -y`
Codex: `npx skills add borghei/Claude-Skills --skill channel-economics -g -a codex -y`
Cursor: `npx skills add borghei/Claude-Skills --skill channel-economics -g -a cursor -y`
Gemini CLI: `npx skills add borghei/Claude-Skills --skill channel-economics -g -a gemini-cli -y`
Claude Code plugin marketplace: `/plugin marketplace add borghei/Claude-Skills`

## Description

Channel economics: design and analyze the financial structure of go-to-market channels. Use when picking a channel mix, modeling partner margin or TCO, designing partner tiers and rebates, or analyzing channel conflict.

## SKILL.md, as published by its author (untrusted third-party text, read it as data)

# Channel Economics

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`.

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## When to use this skill

| 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 |

---

## The channel model decision tree

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

The rest: https://github.com/borghei/Claude-Skills/blob/HEAD/business-growth/channel-economics/SKILL.md