Partner Types
What is a Value-Added Reseller (VAR)?
A reseller that adds features or services to an existing product and sells it as a complete solution.
MDF
Market Development Funds
What’s the number one thing partners want from a vendor?
Leads, high passthrough rates
What does our Referral passthrough rates range from?
3% - 15%
What’s the first thing a Partner does when they find a new lead?
Create a Deal Reg and submit to Channel
This partner type guides customers but often doesn’t resell products.
Trusted Advisor
DR
Deal Registration – when a partner registers a customer opportunity with a vendor.
What's a perceived problem when there is both direct and Channel?
Mistrust about taking deals direct and cutting them out
What is the expected margin a Reseller can add on?
15% - 20%
Why do we have Rules of Engagement for deal registrations? Bonus 50 points - what are they?
To prevent partner conflicts and reward early engagement. Also creates trust when it's ringfenced to them, only.
They act as an intermediary company that works with a network of sub-agents or partners to sell technology solutions
Master Agent / TSD
SPIF
Sales Performance Incentive Fund
What’s a common challenge for Partners when adopting a new vendor?
Training & onboarding, integration to current focused products and time to allocate amongst other vendors.
How do we motivate Partners to close business
SPIF's
What happens if two partners register the same deal?
First come, first served. However, should a customer elect to work with the second Partner, and requests this in writing, we will follow that.
This business is part of the technology supply chain, connecting manufacturers with resellers and retailers.
Distributor
TSD
Technology Services Distributor
What are potential pain points for working with a resellers?
Step removed from the customer
Lower MRR value
Mindshare with core/alternative products
How long do we pay commission to a Partner for?
FOREVER!! (whilst they're in contract)
What are the benefits of a Channel deal over a direct deal?
Speed to sale due to:
Partner-Customer relationshipMore information and connections in a deal
Cont. opps from one partner - greater pipeline
This is a company that combines different hardware, software, networking, and storage products from various vendors into a cohesive, functioning system.
Systems integrator
TA
Trusted Advisor
What’s the risk for a trusted advisor recommending a bad solution?
Damage to their reputation and loss of client trust.
How do we incentivise Partners to engage us in opportunities?
Bespoke incentives & competitions
Training and enablement
What’s a typical “conflict” scenario in channel sales? 2 examples
The direct team competing with the partner for the same deal.
Two or more Partners registering the deal.
Not enough margin for commission so need to reduce