Building and maintaining an internal sales force is one of the most expensive and operationally complex challenges for technology companies.
Recruiting, interviewing, hiring, onboarding, training, managing, compensating, providing benefits for, equipping with internal systems, and eventually offboarding sales representatives is a constant and costly cycle. Turnover in tech sales is high, and every transition risks lost momentum, broken relationships, and missed revenue.
The channel solves this.
By working through Technology Advisors, providers gain access to experienced professionals who already understand the market, the buyer, and the technical landscape, without carrying the overhead of a full-time sales staff. It is a more efficient, scalable, and stable model.
There is also a performance advantage.
Revenue retention is consistently higher through the channel than through direct sales. Advisors build long-term relationships with clients, stay involved beyond the sale, and ensure solutions are properly aligned, implemented, and supported. That leads to better-fit customers, fewer failed deployments, and stronger renewals.
In short, the channel allows technology companies to:
For providers, the channel is not just cheaper. It is smarter.