saasmastersf

Regional Sales Director

Comping partner team ideas

hey all - trying to get partner team to deliver on actual leads along with relationships. You need both just wondering how people have set up comp plans for partner folks that focused them more on delivering opportunities.

🍾 Commission

17 comments

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RandyLahey

Politicker

Account Executive

Can you give us more information? Segment? Industry? This reads a like a drunk text.

CuriousFox

WR Officer

🦊

Randy trying to help 🤩

RandyLahey

Politicker

Account Executive

Doing what I can...

Retired Sales Professional

👍👍

braintank

Politicker

Enterprise Account Executive

In my industry (cybersecurity) if a partner registers an opportunity they get extra margin on the deal (20% compared to 5-10%)

Phillip_J_Fry

Opinionated

Director of Revenue

Yep. The more margin you give to the partner, the more likely they are going to sell you vs your competitor. Additionally, it's a two way street. You can't expect a VAR to bring you leads if you're not also trying to get them in with some of your direct buying customers.

Build a good relationship with a handful of reps at the VAR and use those win wires to drive business with the rest of their team.

jefe

Arsonist

🍁

This is what I've been used to.
If there's a specific push or you want to ramp up, I've also seen SPIFFs for used for a period of time.

Kosta_Konfucius

Politicker

ERP Sales

% of the rev is common but depends on a lot of factors

BDM

yeah % of rev or % of margin

Sunbunny31

Arsonist

Sr Sales Executive 🐰

Yes - % of sale. Also does not come out of the sales %. It’s additional.

oldcloser

Arsonist

💀

What are the four essential ingredients to make a

Sunbunny31

Arsonist

Sr Sales Executive 🐰

It’s the Black Beast of aAAaaaAa……

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Rev share is common, but need more info.

HVACexpert

Politicker

sales engineer

In our industry the channel partners/manufacturers reps get a bottom cost with discounts depending on quantity , project type, etc then can mark it up as they please. Maybe some retroactive rebates or season discounts will help push them?

saasmastersf

Fire Starter

Regional Sales Director

SaaS segment. We have partnerships with aws and consulting companies.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

It’s always % or either MRR/ARR/TCV depending on the type of product. It can be first year or perpetual depending.

Beans

Big Shot

Enterprise Account Executive

Money.