Selling direct is a breeze — kind of. You control everything — you choose the salesperson, you provide the training, you establish the payment structure, and you decide on the marketing message used to reach customers, among other things. When you sell through the channel, howevr, things get complicated. You need to depend on your partners to hire, train and motivate sales people. You may pass them leads, but they have to go out and sell your products. Vendors fret about this uncertainty — but life isn’t a cakewalk for partners, either.
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Is a Poor Portal Ruining Your Partners' Experience?
Posted by: Christopher J. Bucholtz May 8, 2014 04:40 PMSelling direct is a breeze — kind of. You control everything — you choose the salesperson, you provide the training, you establish the payment structure, and you decide on the marketing message used to reach customers, among other things. When you sell through the channel, howevr, things get complicated. You need to depend on your partners to hire, train and motivate sales people. You may pass them leads, but they have to go out and sell your products. Vendors fret about this uncertainty — but life isn’t a cakewalk for partners, either.