HDS UK has told its direct sales staff it won't give them any commission on deals they pinch from resellers, in a bid to further demonstrate its commitment to the channel.
The vendor's UK channel boss, Neill Burton (pictured), told CRN that while his direct team has never swiped any channel deals before, he wants to make the rules crystal clear.
"I've said that if a salesman takes business direct they won't get paid commission. It's a strong statement around our channel intent," he said.
"I'm a channel guy who works for a vendor and I challenge our own business – not just by putting in these penalties. Sometimes with programmes I will say 'this doesn't get me excited', so I push back from a business development point of view.
"We need incentives to excite the audience, which is a channel community." He added that his experience at Computacenter, where he spent 10 years, has given him a good insight into what the channel needs from a vendor.
In the last 12 months, HDS has been building up new customer-acquisition teams, and claims to have signed up 115 new customers – more than 100 of which are sold to by the channel.
Burton added that 65 per cent of HDS UK's customer-facing staff have been brought in within the last year, a move he claims freshens up the company.
In the UK, HDS only deals with eight accounts directly, a number that Burton said is far more channel-friendly than that of some of its competitors.
"We've got a very overt indirect strategy," he said. "I've been much more specific about our customer segmentation too. Competitors say 'these 150 customers are direct' and the rest are channel.
"We've got eight [direct customers] and only because they're big global contracts that are already in place. 150 no-go areas is not something I feel comfortable with."
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