Probe: "When a client pays you $X/month, what percentage of that is actual margin after your direct costs?" — if they hesitate, ask about COGS and support costs separately.

Probe: "If a business owner signs up today, are they paying you every month, or is it a one-time fee?" — the Enrollment Revenue Share mechanism only works with predictable monthly recurring revenue.

Probe: "If we enroll five of a broker's clients onto your platform, what does that generate for you per month?" — This tells you whether the self-funding formula works: 5 × PLF ≥ $5,000.

Probe: "Have you ever had a broker introduce a client to you? What happened?" — Existing channel relationships mean faster ramp time. Zero channel experience means the CP has to trust the process entirely.

Probe: "When a broker introduces you to a business owner, does it make the broker look better, make their job easier, or help them close more deals?" — The broker needs a reason beyond the revenue share. The product has to add value to the broker's relationship with their client.

Probe: "Think about your last five clients — what was the shortest and longest time from first contact to signed contract?" — The Channel Wedge is designed for products where trust and relationship precede the sale. Fast-close products don't need channel partners.

Probe: "How many paying clients do you currently have? How long have you been generating revenue?" — The program needs a proven product. Pre-revenue companies cannot sustain a Marketing Budget or demonstrate product value to brokers.

Probe: "We're talking about a potential $50,000–$100,000 marketing commitment over the first six months, declining as enrollees come on. Is that within your budget, or is that a conversation we need to have with your CFO?" — Do not let them vague-answer this. Get a real number.

Probe: "If we design a program that looks great on paper, can you sign off on it — or does this go to a board, a CFO, or a partner?" — You need the decision-maker on the consultation call. Never spend hours designing a program for someone who cannot approve it.

Probe: "If this program works exactly as designed, what does success look like for you at the 12-month mark?" — A sponsor who wants fast revenue NOW is the wrong fit. The program builds over months. The sponsor needs patience and a long-term orientation.

Probe: "Did you try to get brokers or advisors to refer clients to you before? What did you do and why didn't it work?" — Prior failed attempts are actually a positive — they understand the problem. But understanding WHY it failed tells you whether the Channel Wedge solves it or whether there is a deeper product-market problem.

Probe: "Are you in a regulated industry — financial services, healthcare, legal — where there are rules about how you can compensate channel partners for referrals?" — Some industries prohibit or restrict referral fees. This is a legal issue, not a program issue, but it needs to surface before consultation.