Agenda | Channel Partners Conference & Expo 2022

The lifeblood of any technology adviser, agent and direct seller in the connectivity channel revolves around commissions from their strategic providers. There is always debate about the future of commissions — where they are growing, where they are shrinking and whether connectivity providers and tech services brokers could share more in terms of commissions. As a result, everyone in the channel is asking where we go from here. More and more agents are working closely with their technology services brokers (TSBs, formerly known as master agents) to sweeten the commission pot. They want to ensure they are properly rewarded for their work selling solutions to customers yet still providing the TSB with enough capital to support the post-sales process. This session will also provide insight into the issues impacting commissions including automation, operational efficiencies and moving up the value stack to sell higher-margin services. Selling more is not always the answer for today’s technology advisers to succeed and grow their organizations.