Sales, Pipeline & Deal Economics
What Is Product Mix?
Product mix is the blend of products that make up a deal, a customer's purchases or a partner's overall sales - which lines, categories and SKUs, and in what proportion. It shapes margin, the solution's fit, and, for a channel partner, the rebate, because incentives are often richer on some product lines than others.
Why it matters to IT channel partners. Two deals of the same value can earn very different rebates depending on what is in them. Vendors frequently weight incentives toward strategic lines, new categories or eligible SKUs, so the product mix decides how much of a deal qualifies. A partner that can see the rebate impact of the mix can shape configurations that serve the customer and earn more - within the bounds of a genuine fit.
Related terms
FAQ
Incentives often vary by product line and category, so the mix in a deal decides how much of it qualifies for a richer rebate - making two equal-value deals earn very differently.
See how product mix changes a deal's rebate → Explore the pipeline module