Post by Everstage

Channel conflict is almost always a comp design problem dressed up as a relationship problem. Direct reps pulling deals away from partners because that's how they hit quota. Partners are blocking direct-led opportunities because their margin depends on it. Everyone is claiming credit on the same account, with no standard rules for who originated, who influenced, and who fulfilled. You can run alignment sessions all year, but misaligned incentives will outlast every one of them. If three parties touch the deal and only one gets paid, you designed the conflict. On April 28, three people who've built comp plans for complex, multi-channel sales teams are getting specific about how to fix this. William Leek, MBA, Director of Sales Compensation at ICU Medical. Kshipra Kirtankar, Head of Sales Incentives at FARO INSIGHT Technologies. Jose Aleman, VP of GTM Excellence at Everstage. They'll cover shared credit models that actually hold up, how to set guardrails that prevent price undercutting across channels, and what dispute resolution looks like when it's built into the comp rules instead of resolved in a meeting. Once the session ends, you'll know how to diagnose whether your current comp design is fueling channel conflict and where to start fixing it without blowing up existing relationships. April 28 · 12 PM EST · Register: https://lnkd.in/dUNF8veK