Soiboi
Politicker
3
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 they’re invested and make sure their price is established up front so no lines get crossed when selling 
RosyC
Executive
2
Principal Account Manager
I mean, for a company strategy it’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 don’t see the value and don’t do it. But in reality, if you can get your partners selling to accounts your team can’t penetrate/haven’t reached yet, it’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. I’m definitely pro channel if it’s done right. 
SalesSpectre
Opinionated
1
AE
Good...higher win rates, lower discount rates,lower churn, higher acv.

Partner selling all day
Blackwargreymon
Politicker
1
MDR
I mean, for a company strategy it’s a no brainer.
Smithy
Politicker
0
Director of Sales
I don't like channel sales personally. I like to control things.............
AboutThatSalesLife
Praised Answer
0
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. 
Haast
Notorious Answer
0
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
0
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.
MR.StretchISR
Politicker
0
ISR
If it's just one or two days I don't bother. Mainly because I know I'm going to be checking my phone anyway.
10

Personal Branding: Yay or Nay?? (As a sales person)

Advice
19
Personal Brand
66% Yay
34% Nay
35 people voted
20
Members only

To the unsung heroes in the sales trenches

Discussion
24
10

Channel sales

Question
10