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Channel Sales - Yay or Nay?

For those particularly in the tech/SaaS space, do you leverage your channel sales teams and your techology partners? Pros/cons? Greater win rate? Higher value deals? Horror stories? Letโ€™s clear the air, good or bad.

๐Ÿฐ War Stories
๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
4
Soiboi
Politicker
+5
Account Executive, EIAS/Compliance
If I can run it through a Var then I will all day. Just have to keep them in line, give them actual margin points so theyโ€™re invested and make sure their price is established up front so no lines get crossed when sellingย 
Ro
RosyC
Good Citizen
Principal Account Manager
I mean, for a company strategy itโ€™s a no brainer. You increase your sales team tenfold without having to pay them a salary. Channel conflict is easily managed by double comping but a lot of companies donโ€™t see the value and donโ€™t do it. But in reality, if you can get your partners selling to accounts your team canโ€™t penetrate/havenโ€™t reached yet, itโ€™s in your best interest. And if your team plays well in the sandbox with your partners, your partners will sell more. Connect them with the sales team for better penetration and bigger deals and Everyone wins. Iโ€™m definitely pro channel if itโ€™s done right.ย 
SalesSpectre
Opinionated
+5
AE
Good...higher win rates, lower discount rates,lower churn, higher acv.

Partner selling all day
Smithy
Politicker
+4
Director of Sales
I don't like channel sales personally. I like to control things.............
AboutThatSalesLife
Good Citizen
Director of Sales
This is super common in the industrial/manufacturing space. Channel partners are a big part of your strategy. As mentioned below you can double or even triple the size of your Salesforce in an instance. But it certainly requires tough discussion up front to make sure people stay in their swim lanes.ย 
Haast
Notorious Answer
+9
Account Executive
channel paper relationships are their only real value. Outside of that 1 in 1000 that actually knows how things get sold, they mostly exist to frustrate you, leave the office at 3 on the last day of the quarter and screw up contracts.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
There have been a few different models I've seen. If the VAR can compete against the main company for license sales, it's a nightmare. If the comp structure sets it up for both groups to do well, it can be heaven.
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