Why?
WhirlyBird
Full cycle Enterprise AEs (>1bn annual revenue), slangin’ cybersecuritah… Do you sell through the Channel or Direct
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Whatever the customer wants. Each have their advantages. I'm at a startup now so I do a mix of both.
any key differences you’ve noted between the two sales motions? pros & cons maybe?
I prefer direct so I can have more control. Channel partners are easily distracted and often conflicted.
However, when you want to avoid legal and procurement BS channel partners can be really helpful.
However, when you want to avoid legal and procurement BS channel partners can be really helpful.
This is a great definition between the two options.🔥
I'd say it's about 60/40 in favor of direct. Whatever works best for the customer and the specific deal we're working.
Some of my customers have large channel relationships that really streamline paperwork.
However, I prefer to sell direct. Generally, channel requires more babysitting and ends up costing me quota dollars to deliver the same pricing to a customer (due to markdowns to T1 / T2 channel partners).
Also: about half of my channel partners exist only to push paper. So there's no real value to me or the customer unless it's in the pushing of said paper.
Some of my customers have large channel relationships that really streamline paperwork.
However, I prefer to sell direct. Generally, channel requires more babysitting and ends up costing me quota dollars to deliver the same pricing to a customer (due to markdowns to T1 / T2 channel partners).
Also: about half of my channel partners exist only to push paper. So there's no real value to me or the customer unless it's in the pushing of said paper.
Well, let's start with you--how does your company GTM?
When I sold a dedicated cybersecurity solution, it was direct. Never through a partner.
Advise you to get us more data to get you a better answer.
Our product is being sold directly to the customer over the phone!
Our product is being sold directly to the customer over the phone!
ermm.. average deal size (TCV) in the mid six figures. 30-90 day sales cycle depending on urgency (but that’s only after we put it into forecast ;) )
*and* to clarify my original question, i was asking about selling through your channel partners vs. selling direct to the customer
Direct. We are trying to leverage channel more but it hasnt been nearly as fruitful as going direct
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