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This was probably the eighth or ninth time we’d flown back to Texas over the past 5 years to see these guys. This time, it was to meet with the New VP of Channel Sales who had some “exciting announcements” for all of the companies who were in their current partner program.
My business partner and I eyed one another over the rental car.
“What do you think the big announcements going to be?
“Well let’s see…I bet its going to be a new commission program, more resources…and maybe a year end contest for all of us!
“I’ll add a new portal to that list. They haven’t had one of those…to make us more efficient of course.”
“How could I have forgotten the portal? Perhaps a new area manager as well for us, to meet with us more regularly and make us more efficient.”
We laughed over the repeated list, turned on the air conditioner in our rented Chevy and pointed our car down the I-35.
We actually like this company quite a bit because we had so many of the same great values. For example,
Procreation! They had a great product offering, and we had many clients. Together we had made many happy clients. Great Communication! Sure, we’ve fought over commissions, but we always manage to email or call about them, resolve them and then make up.
Finances! They didn’t have to pay a sales representative a salary or spend one marketing dollar for us to bring them a good, qualified highly closeable opportunity. We got a great commission percentage in exchange.
Open, honest dialog: We flew back to take product trainings on our dime and were able to bring real client feedback that they adjusted to.
Support – We had the same account manager for over three years. He was making his numbers and we were doing well together, we were efficient in bringing and installing clients together. Everyone was doing well. We were in a good period of time together, way past dating, and maybe four years into the partnership.
As we checked in to the hotel, we walked in with Frank from Solutionet. Frank beat us out last year for the number one partner, and we really wanted that title back. Aaron, the number three partner from DriveDebt was also there in the lobby. A good friendly competition between the three companies was in play and we all smiled and laughed at one another in greeting. “Wonder who’s gonna get numero uno this year??!! Frank was all about the joint marketing opportunities that he was able to create with these guys and Aaron was all about being able to access and utilize the partner ecosystem. It was a healthy business enablement program for everyone.
We milled into the banquet room with our drinks and watched the AV screen roll down from the ceiling. New guy in slacks and a button down strolled up to the dias. “Welcome everyone, I’m Richard Duller and I’m going to walk you through the new program. By now, you’ve already been made aware that we’re changing the program with the email that you received inviting you to the conference. Essentially, the past program was unsustainable.”
Collective “Uh-oh!
“We’re going to walk you through what the new program is going to look like going forward.”
Something told us all to buckle in, changes were ahead…
Stay tuned for part-2 of this post…
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