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Deal-based approach
The IndirectSales system is “deal-based” rather than an “account-based” traditional CRM.
Every player just gets a simple list of deals that they work on, and the system will then update their own account-based CRM.
A Common Sales Process
Your experts provide the questions to ask, and the materials needed to win the business. Every member of the deal team sees that same process when he opens the deal on his mobile. If it is just one person on the deal, following this expert sales process will help bring success. If it’s a team of people from different companies then that common set of messages and materials is vital to success.
Open, Auditable Collaboration
Difficult situations and channel conflict can arise in partner situations – multi-vendor campaigns, direct and indirect, etc, but committing to an open, auditable collaboration system keeps these to a minimum and provides a basis for ongoing trust. If you are serious about your partnering intentions, this is the system to use.