Structuring Channel Discounts for Software and Technology Companies

I often write about channel topics relevant to tech companies. This is an important topic to many. I've also found that it's an area of technology company management rife with the possibility of making critical execution mistakes.

The problem is that much of the decision-making that comes with working with channels appears obvious. But it isn't! Doing the "obvious" in channel management is often a prescription for disaster. One of these areas where I see mistakes repeatedly made, especially by management using the channel for the first time, is pricing.

Why is this hard? Shouldn't you just reward the resellers that sell the most with the highest discount? Doesn't this seem "obvious"?

Take a look at the full article, and I'll elaborate on why this may be the worst approach you can take. As well as providing more in the way of best and WORST practices in channel pricing. I'll look forward to your feedback!

#channels #pricing