Field notes for distributor operators.
Short, specific, useful. No "10 trends in cloud billing" listicles. Written by people who've reconciled AU channel invoices since before CSP existed.
The Distributor RevOps Playbook
How Australian cloud and software distributors build a reconciled, operator-grade close. Twelve patterns, six anti-patterns, one worked example with real numbers.
Read the playbook →Margin leakage calculator
Three inputs. Estimate how much margin is leaking to unreconciled vendor drift every year, and how many operator hours you could recover.
Run the calculator →Reading list.
The three-way match, explained for distributors
Why two-way billing platforms leak margin, and what changes when you reconcile vendor invoice, usage feed and partner ledger against each other.
NCE, commitment tiers and the retroactive credit trap
How Microsoft's NCE changes landed inside AU distributor margins, and the reconciliation rules that catch retroactive credits before they become uncollectable.
Why spreadsheets always lose on row 65,536
The specific failure modes of Excel-based reconciliation at distributor scale — and a pragmatic migration path out.
AU data sovereignty for billing teams
What "AU-hosted" actually means, why IRAP-adjacent partners ask, and the contract language we see distributors use.
Pricing rules you want versioned in time
Six pricing patterns that quietly cost margin if they're stored as a current-state spreadsheet rather than a versioned, auditable rule.
Partner portals that don't become support theatre
How to decide what goes in the partner portal — and what should stay with your ops team. A short taxonomy.
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