5 Channel Program Snags Encountered By Security Minded VARs


1. Competing Against Inside Sales Teams

Vendors that rely on a strategy of both direct and indirect sales nearly always have channel conflict, the panelists said. Partners always win the deal in cases when they are competing against a vendor's inside sales team for a sale, said Productive's O'Bert. Even when sales teams are incented to take on a deal with a partner, often it creates problems. "The inside sales team often can't differentiate between partners that can complete the sales cycle and other partners that want the vendor to run the majority of the sales cycle," O'Bert said.