Monday, September 15, 2014

I don’t like you ……..But I love you

This song, originally written in 1962 by the legendary Smoky Robinson, could be an anthem for today’s channel sales model. 

For most companies, channel sales has become “the” major way of doing business. Over 70% of all high-tech sales go through the channel, sales cost can be 20% lower than with a direct sales force and using the channel companies of all sizes can effectively and efficiently extend their reach, not just nationally but globally. You really have to love the channel sales model.

But talk to most corporate sales professionals and they’ll tell you they really don’t like selling through the channel. They spend millions of dollars on marketing campaigns and never really know what happens to the leads. Market development funds get spent but there’s no accountability. Forecasting is a nightmare because no-one really knows what is going on, where and with whom and no-one ever admits to losing a sale so there is no feedback on product or sales performance.  Corporate sales professionals really don’t like the channel sales model.

The song’s real title is “You’ve really got a hold on me” and that’s how those corporate sales folks feel.  And they feel like they are held in a very painful place.

So how do you change the game and make this a partnership where everyone likes and loves the channel sales model? The answer is information. Help the channel provide visibility of each and every deal – and do it in a way that is straightforward, with common goals and reporting that’s available in real time for everyone to see.  Show the marketing team what revenue each campaign generates and how those MDF dollars spent are turned into sales. And while we’re doing this, let’s help the channel sales people by giving then sales and product training, on the fly on their phones. Let’s make it so simple that it’s easier to use the new tools that work with the old.  And of course, because everyone has one and they are all different, let’s make the information available into your – and their – CRM systems.

Sound too good to be true?  Well in the past it was. But recently a group of seasoned channel sales professionals, who have been battling with these issues for decades, got together with a team of young an enthusiastic web and software designers to make it happen. The result is Indirect The first and only cloud application to address this formidable challenge.
The application is already live and helping our first customers. They really like what it does to solve their channel sales issues. Like?  I should say love.

Want to know more, see a demo or have trial? Contact us on  And see us at Dreamforce Expo North Booth 2338

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