Channel Partner Programmes: Partner Tiers, Margins & Rebates, Deal Registration, Marketing Development Funds, Partner Pipeline & Programme ROI

What you'll build

What you will be able to do

Each lab ends with a concrete result that you build yourself and the checker confirms, cell by cell.

• Place eight resellers in tiers by revenue and by certified staff with approximate-match lookups, give each the lower of the two tiers and mark who moves up or down.
• Look up each deal's tier discount, compute our net price and the partner's margin, and find the largest customer discount a partner can give while keeping the minimum margin.
• Measure a partner's growth per quarter, look up its rebate tier, accrue the rebate each quarter and calculate what is actually paid on full-year growth.
• Find customers registered by more than one partner, approve the first registration, add the extra discount only to approved deals and check which registrations still protect their deal.
• Accrue marketing development funds as a % of each partner's revenue, approve claims up to the share and the balance, measure the unused funds and set the expiry date with EOMONTH.
• Measure the open partner-sourced pipeline, the share of won revenue with a partner involved, the win rate of partner-sourced deals and the won revenue per active partner.
• Compare one deal sold directly and through a partner – net revenue, cost to serve and contribution – and find the partner discount at which both channels earn the same.
• Estimate the incremental gross profit per tier, calculate the return on programme cost per tier and for the whole programme, and chart the programme cost per tier for a dashboard.