Magazine Article | February 1, 2019

Avoiding Sales Channel Conflict: 7 Software Experts Weigh In

Source: Software Executive magazine

By Abby Sorensen, Chief Editor

Selling more software through indirect channels sounds nice in theory, until you start thinking about the headaches it can cause between your direct reps and those partners.

Working with resellers can have a huge upside for software companies looking to expand their reach. But what happens when your channel partners and your direct sales reps call in to the same account, or when they start undercutting each other on price? Conflict between your channel partners and in-house sales team can be avoided. From double-comping to segmenting accounts, these seven channel experts have real-world suggestions for how you can manage this conflict.