Orchestrate direct, partner, and marketplace motions without cannibalising margin or experience. Design rules of engagement, segmentation, and incentives that minimize channel friction.
A foundational tool to prevent channel conflict is ______.
clear rules of engagement with deal registration
no documentation at all
random lead routing
secret discounts per rep
Which segmentation reduces cannibalisation risk?
separating SMB velocity from enterprise field by ICP
geo splits that ignore customer size
same team on every account
routing all to a single inbox
Marketplaces can conflict less with partners when ______.
they hide buyer info from sellers
they support private offers and co‑sell credits
they mandate list price only
they bypass partners completely
A warning sign of harmful conflict is ______.
better shared dashboards
higher pipeline coverage
documented enablement updates
win‑rate decline after adding a new route to market
Protecting partner margin typically requires ______.
ad‑hoc one‑off price cuts
eliminating enablement programs
opaque, case‑by‑case approvals
standard discount ladders and MDF tied to outcomes
Direct sales should be routed away from partners when ______.
the partner owns implementation IP
the partner has exclusive territory rights
the partner sourced the deal
the account is strategic and requires bespoke contracting
To compare channel health, track ______.
CAC payback, contribution margin, and attach rate
office snacks per capita
intranet pageviews
brand color accuracy
A fair lead distribution mechanism is ______.
random dice rolls
round‑robin or rules‑based routing with SLA enforcement
hand‑picking favorites
first person to ask on Slack
A carve‑out that reduces conflict during promotions is ______.
publishing secret codes
excluding named partner accounts from direct discounts
dropping prices everywhere
removing deal registration
Channel cannibalisation becomes acceptable when ______.
internal politics demand it
total contribution margin increases net of overlap
list prices look higher
partners are temporarily unhappy
Starter
You know the basics—document ROE and clean routing.
Solid
Strong grasp—optimize incentives, carve‑outs, and dashboards.
Expert!
Ecosystem strategist—you balance routes to maximize profitable growth.
