Channel (VAR) or Direct?

Question

Curious on WR's thoughts and experience on channel sales vs direct. I've always been in direct sales but make an effort to work with partners, and these efforts thankfully paid themselves back over the years. In many industries including IT/SaaS/Cyber, these relationships really take your far as trust is key.

I'm interviewing at one of these reputable resellers but have heard it takes a whole lot longer to reach the same level of take-home as direct sales (albeit being more consistent). My only bias is that I'm not thrilled by the idea of selling a catalogue - nobody gets fired for buying IBM etc but knowing myself I'd get bored pretty quickly.

I digress! Would you take a Value Added Reseller role or Direct Sales role?

Accepted Answer

Personally I prefer direct but I do have mad respect for my channel peeps.

Answer

I may be a bit biased, but I have to go with channel sales! While the sales cycle does take a lot longer & it can be a lot of work to get partners up and running, once they're fully trained and ready to go, there's nothing better than watching the referrals roll in

Answer

I prefer direct typically. I hate to rely on others for anything.

Answer

I would also take a direct sales role

Answer

I've only sold direct, so I have a bias. However, if it's a great role and you want to give it a try, why not?

Answer

I've worked WITH a ton of VARs, but only been direct myself. I'd be inclined to stay direct, but you should see what the opp is like

Answer

I hate the channel

Answer

Channel has been great for prior generations (talking career decades not cultural eras). If you can land a spot that gets you a door to enterprise (or growing that direction) customers, has a 24 month+ commit/ramp, and take home of 20%+ of GP, go channel. But be ready for a tight couple years. After that if you’ve landed clients across a few product areas (Endpoint, software, infrastructure), you’re golden…basically a free agent and irreplaceable with residual and diverse cash flow. If you love interviewing and don’t like long term relationships, go direct and change out every 18 months. IMO.

Coastal_crusher

Channel (VAR) or Direct?

8 comments

Coastal_crusher

Channel (VAR) or Direct?

8 comments

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