Recently, a provider of secure, Cloud-based content management solutions announced a new threshold in required annual revenue from its network of MSPs and VARs. If threshold is not met, partners can still gain revenue via one-time referral commission. The shift in policy is common to companies that have the good fortune to be growing, and need channel partners to ratchet up results… even though said growth is due in large part to MSP and VAR performance and expansion.
This provider’s reseller program, according to some channel partners, now requires partners to sign up for a yearly revenue target based on company size and customer demographics. What’s unclear is how, or if the provider solicited these metric data points from the MSPs and VARs, or pushed them outward, based upon market research and sales trends. Also, how competitive and sector factors weighed results.
A solutions provider that’s channel-friendly and acknowledges that its MSP and VAR partners will haul in the majority of revenues, and administers a profitable, simple compensation program will retain channel partners who deliver increased revenue. The sticking point in channel management relationships comes when the provider is poised for growth, and needs to ensure its partners can ride along, at new levels.
The compensation should always reflect effort expended by both sides — who will carry added burden of back-end billing and administration vs. bag the sale and sprint to the next kill.
It’s up to the MSP or VAR to know its productivity sweet spot, then slot into the appropriate compensation method. Is the staff most productive only in quick-turn, hunter-gatherer mode? Or does it thrive when delivering multi-faceted, turnkey services. Pick the compensation program that’s right, and everyone will thrive.
There’s a great example of this scenario at Joe Panettieri’s TalkinCloud blog; check it out!