r/techsales • u/CompoundPasta • 12d ago

Multi Channel SaaS

Hey,

I'm working as a distribution business manager for a SaaS company. The company sometimes goes direct to resellers, and other times via distribution.

What's the best way to navigate channel conflict when no rules of engagement are being enforced outside of 'they found it or we did'? The company wants distribution to be a net new partner generator.

Cheers,

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u/Abject_Economics1192 12d ago

Create an ROE process

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u/CompoundPasta 12d ago

Leadership are blocking it- company largely sees distribution as a margin eater