Verkada Spiffs Security Integrator Salespeople

By John Honovich, Published Jan 05, 2021, 09:17am EST

An integrator CEO recently commented on IPVM, "I had to admonish Verkada NOT to offer direct promotions to our sales teams".

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Is this a good or bad practice? While Verkada certainly did not invent spiffs, manufacturers spiffing security integrators is rare and will have an impact on what integrators recommend to end-users.

Inside this note, we examine Verkada's practice, how this works, the upside for Verkada, the potential downside for integrators, and the ethical and legal concerns of such practices.

**********

** ******************* ** **** ***** Verkada's ********:

* *** ** ******** Verkada *** ** ***** direct ********** ** *** sales *****. **** **** had *** ***********'* *****, they ******** $**-*** ***** offers ******** ** *** salesperson *** ******* ***** products. * ******* ******* that ******** *** *********** is *** ***, *** theirs, *** ** *** happy ** **** ******* promotions **** ******** ** our ** *** ** they *** ****** *** guidelines *** ******* ********.

**** ******** ** **** with ** ** *** future. ** **** *** if **** *** ****** our ******.

Verkada ** *******

******* *** *** ***** to ******** ******** *** comments ** **** ********. We ***** *** **** any *********** ** *******'* website ***** **** * program.

How ** ***** / *******

********, ************* ** *** pay ********** ***********. *** integrator **** ***** *********** directly *** ********** ********** structure *** ******** ***** what ******** ** ****.

*** ***** ********* ********** salespeople ** ***** *** manufacturer ********* *** ***** over ****** *** ** not. *** ***** ** is ********* **** *** security ************* ** ***** spiffs ** ********** ***********, this ******** ** ********* for ******* **** ****, Dahua, ******, *********, ***.

*** ******* ********** **********'* "**** ********'*" (******** disclosed ****) ***** ****** ** ongoing **** *% ******* on ******** ******** **** directly ** ********** ***********.

Upside *** *******

*** ****** *** ******* is **** **** *** flip ***** **** **** rivals. *** *** ********** salesperson, *** ******* ***** money ** ***** ****** that **** ***** *** earn ************ ***** ********.

***, *** *******, *********** **** * ****** subscription ********, **** ** **** 'lose' ***** *******, ******* can ** ********* **** the ******** **** ******** to ***** ** ******* renewals *** ***** ** come **** **** **** to ***** *** ********* away.

Downside *** **********

***** *** ********** *********** profits **** **** ***********, it ******* **** ** the *********** *******. ** the ********** *** *** posted **** ********:

******** *** *********** ** OUR ***, *** ******

****** ********* ***** ** just *** ************* **** an ********** ******* * project. *** *** ********** (i.e., *** ***** / management), ***** ** * longer-term **** *** ***** sale. ** *** ******** eventually ******* ******* **** the ********, *** ********** is ***** ******. **** can ****** ** ****** future ******** **** **** customer. *** *********** *** be **** *** *** integrator *** ******.

******* ** *** ******* Arecont *** **** ********* QA ******** ** ********* and **** ****** **** and ********* **, ** the ******, ******* *** then ***** ****** **, integrators **** ****-**** ***** of **** **** **** today ********* ********'* ******** and ******** *************.

Ethics ** ******

**** **** ****** ** ordinary *******, ****** **** them ** *********.

** *** ******** ****, integrator *********** ********* *** commissioned *********** ****** ***** from ******* ***** *** products. ** **** ***, spiffs *** ** ****** as *******, ******* *** to **** ***** *** of **-******* ********.

** *** ********* ****, integrators *** ***** ****** as ********* (** ****** be *********) *** **** appropriate ******** ** ***** client, **** ** **** solution **** *** **** the ********** *** **** money. ****** ********** **** benefit *** ********** *********** for ******* ******** ******** may ***** *** ********** to ******** * ******** that ** ******** ** the ******'* *****.

**Government ******* ******* ******

*** ******* ******** *** reflected ** ********** ** government ***** ******* ******* companies **** ***** ****** that ****** ********** **********.

* ********* ****** ** cases ******** ** **** with********* ********** *** **** of ******:

** ************* *** ****** within *** ******* **** long ***** ***** **** was ***** ******** ** as "*****," * ******** **** that ********* ****** ** small, ********* ******* **** to *********** *** ******* a ********** *******. ** the ***** ** ********** IT *********, ** *** often **** ** *****incentives *** ****** **** ** ********* **** ****** ** *** **********, Paller said. The end result was that the cost of services and products sold to the government got inflated, he said. [emphasis added]

**** ******** ** *** US********** ** ******* ****** action ** ****, ******** **** ***** companies:

********* ********* ***/** **** payments ** ***** *** other ****** ** *****, known ** ******** ********, to * ****** ** companies **** **** **** had ****** ******** *************. The ********** ********** ** the ******* ******* *** alleged ******** ************* *** resulting ******** ******** ****** to *********, ** **** as *********** ******** ** interest ************* ** ********* of *********** ********** *** the ********** ********** ** the ******* *********** ***********.

** *** ******* *****,*** ** ********** **** action** **** ***** ** spiffs, ******:

*********** ********* ********* ******** kickbacks ** *** **** of ******* *** **** incentives – ********* ***** as “******” – **** to *** *********’ ***** personnel ** ****** **** to ***** ******** ** Coloplast ********.

*** ** * **** medical ***** ****,*** ** ********** **** further ******, **********:

********* ********* ****** ** pay ***** *** ***** of ***** *********** (********* called ******) **** ***** paid ** *** ***** personnel *** **** *** patient ***** *** * Hollister *******

*** *** **** ******, ************ *** *** medical *****, *** ********** has ****** ********* ***** the ***** ** ******, including ******* ** ********:

*** ********** *** ***** the ******** **** ***********-***** price ***********, ********* ******* list (*********) ********, ***sales-related “******” *** **** ********* ******* ***********. Although market share and volume-based discounts and rebates have long been considered permissible, DOJ has begun targeting arrangements it perceives as linking a discount or rebate to specific efforts to grow sales volume, as well as those arrangements in which the government ******** *** ******* **** ****** ** ******** *** ******** ***** [emphasis added]

***** ** ** *** know **** **** ** government ****** ***** **** on *******'* *******, ***** is ********** ******** ** show **** *** ** government ** ********* ***** how ****** *** **** government **********.

Backlash *** *******

* **** ********* ******* for ******* ** *********** objecting ** ******* ******* so * *******, ** the ********** *** ****** on **** ******. ** integrators **** ** ****** or ******** ***** ***********, they *** ** ** directly *** **** ********* based ** **** **** view ** ***** **** long **** *********, *** what ***** *** ********** manufacturer **** ********* *****.

*******'* ************ ******* *********** was ******* ******* ********** ****** *** *** with ***** ******* ********** since, ** ***** ****** it ** ** **** worse ** *** ******** 2021 *****.

Help ******* ****

**** *****, ****** *** help ******* ** **** with *** *********** **** do ****** ** **** with ****. **** *** highly ******** ** ** matched ** ********* ** it ******** ******* **** a ***** ********* ********* advantage ******* ***** *************.

Comments (50)

** **** ******* *** A **** **** *** THE ******** *** * GOOD **** *** *** INTEGRATOR *** ******'* **** TO ***** ***** ****** TO **** **.

*** *** ***** ***** though?

*** ***** ******** ** BE ******* **** *** ROOFTOPS

****** ** ***** * get ** ******.

**, ****** ********* ** find *** ******* ****** kickbacks?

***** *** ******** *** two ******* ********* ******. A ***** *** ** anything **** * *** or ********** ** *** or * **** ** socks ** * **** card ** * *****.

* ******** ******* *********, if * **** ** offer ** ********** * financial ********* ** ***** my ******* **** ******* then **** ** * kickback *** ** ** all **** **** ** illegal.

** *******, *** ** Dell ****** * ********* incentive ** **** ***** product ****** ** ** the **** ** ****** margins ** * ***** than ********* **** *********** will ****** **** ** it **** *** *** customer ****, ** * system ********** ** ******* a ******* **** ** a ****** ** *** spiff **** **** ****** be *** ****** ** question ****. ******* ***** just ** ****** ****** their ******* ******* ** increase *** ******** ******* and ****** ***** ***** any ******* *********.

* ***** *** ** anything **** * *** or ********** ** ***

**** *** *********** ** trade ***** *** ********* given **** ** ******. A *****, ** *** term's ******* ***, ** made ** ******** ** a **** (*.*., *** it's ***** ****** ***************** ********* ****). ** sale, ** *****, ***/**?

* ******** ******* *********, ifI **** ** ***** ** ********** * ********* ********* ** ***** ** ******* **** ******* **** **** ** * ******** and as we all know that is illegal. [emphasis added]

***'* **** *** ******** exactly **** ******* ** doing, *.*., '***** ** individual * ********* ********* to ***** ** ******* other *******'?

** ** *****, ** are ********* ** *** practice ** **** ******* as * '*****' *** under **** **********, ** is * ********, **?

* ******* ********* *** today. * ***** **** the ******* **** ******* of ****. *******, **** was ****.

* ***** **** *** acronym **** ******* ** SPIF

***,********* ** *********, **** ******* *** invented *** ******* *****, with *** ******** ******* came **** *** ***** received **** ********* **** desirable ********:

* "*****" ****** ** usually *******, ****** ***** premiums ****** ** ******* articles,***** *** **** *******, indicated ** * ********* hieroglyphic *** ** *** price ******. ***** ***** are **** ***** ** the *********, *** *** almost ********* ****** **** explains *** ** *******, wholly **********, ** ******* on *** ***** ******** as "**** *** *****.

*'* ******* ***** *** comparison ** ********'* *********+ program. * ***'* **** anything **** ***** *******'* program **** ****'* ****** here, *** ** *****'* really **** **** **** different **** **** ******** does. ** ** * missing *********? **** ********'* program, ********** *********** **** in ***** ********, *****? Is *** ********** **** in *** ****** ******* is ******* ** **** (Avigilon's *% *** ********* add ** ** * decent ******) **** *** real ********** **********? ********'* programs **** **** "*******" than *******'*, *******...

**** ********'* *******, ********** salespeople **** ** ***** invoices, *****?

**** ********'* *******, ********** salespeople *** * **** of *** ******* **** their ******** *** ****** it.

** **** **** ** follow *** ***** ** lobbyists, **** ***** **** a *** ********** *** pay *** ********** (*** would **** *** *** salesperson). ** ** ******* to *** * ******* or ************** ********. ****** way, ** ** *******. Pay ** **** *** been ********** ****** *** making * *** *********** rich *** * **** time. **'* ******** *** corruption ** *** ***** (or ****, ** *** case *** **). *************, it's *** ***** ** change.

"** *** ********* ****, integrators *** ***** ****** as ********* (** ****** be *********) *** **** appropriate ******** ** ***** client, **** ** **** solution **** *** **** the ********** *** **** money."

* ***'* *** **** examples ** **** ******** mentioned *****. **** *** integrators **** ******** ** which **** **** ** every *******. * ********* doubt **** *** **** are ******** ********* **** knowingly **** **** **** money. * ***** ** wrong *** **** ** not ** ********** ** my ** ***** ** this ********.

* ********* ***** **** too **** *** ******** solutions **** ********* **** them **** *****. * could ** ***** *** that ** *** ** experience ** ** ** years ** **** ********.

****, **** *** *** integrator. **** **** **** you **** ** :)

** *** ***********, * have ***** **** *********** say **** ** **** but, ** **** *****, I ** ********* ***** how **** ******** ** that.

**** *** *********** **** products ** ***** **** lead ** ***** *******.

**** ** ********* * true *********, ** * general ***********. **** **** not **** **** **** never **** ** ****** to ******* ******* **** the ***-**** *******.

******, **** **** ** spiff ******* ** ********** based ** *** ********* of ******* ** ********** salesperson ** **** **** a ***** ** ***'* brand (********* *** ***** it?) ** * ***** it's **** ** *** that ********* ** ******* who *** ********** *****.

****;

* ******* ******** ****. My ***** ****** **** often *** **** * could **** **** ***** selling * ****** ***** and *** ******* ****** is ** ***'* ******* x *****. **** **** we **** ***** **** a ******* **** ** can ***** (*****/**/********/****) *** the ******** **** ***** be ****** **** *** 10 ***** *****. * have ********* **** **** been ********* *** ** years *** **** ***** trust ** ** ** what ** *****. * have ******** ** **** opportunities ***** * ******* presents * ******** **** you **** ** **** garbage *** * **** or *** ***** **** now **** ** ****** be ****** *** ** lose **** ******** *** state *** ** ***** it ** *** ***** decision *** ********* ***** later ********* **** **** back *** *** ** to ******* ***** ******* they **** ********** **** we *** *** ****** solution **** *** ** the ***** ***** ** that ***** ** ****.

** ** ********* **** to **** ****** ** stay ** ********, ****** don't ** **** *** us. ** * ********* a ***** ****** *** takes * ***** *** flips * **** ** a ****** ** ** they **** ** *****.

** ** ********* **** to **** ****** ** stay ** ********, ****** don't ** **** *** us. ** * ********* a ***** ****** *** takes * ***** *** flips * **** ** a ****** ** ** they **** ** *****.

*****, * ***** **** you. ** ***** ** that ** ************* *** giving ******, ********** **** are ***** ** ******* they ******* **** **** flip *****? *********, ** people *** ***** ** buy **** ******* ******, why *****? *** ***** rationale * **** ** to **** ** ****** to **** ******* **** would ** ****** **** quarter, ** **** **** number *** ****'* *** a ***** ********. ********?

**** - * ***** you **** *** ***** idea **** *** ******* quarterly *******. ******* ** extremely ********* ** ***** product *** *** **** that **** ******** ****** receive **, **** ** the *********, ****** *** product **** **'* ****** and ****, **** *** the **** ** ******* and ***** ******* ***, they **** **** ** do ******** **** ****. That ** *** "**** and ********" ** *** they **** **** ** market.

** **** *** ******** other ********** ** **** products ******* *** ***** channel ****** *******, ** seems **** ** ** a ******** ** ********** growth *** ***** ***** into ******** ** **** ends **** *** **** otherwise ****** ******* ***** calendar **********.

* ***'* ******* **** Verkada ** ******** **** headed **** ********* ******* of * **** ** confidence ** ***** ******** (they **** **** ** be ********* *********), *** as * *** ** try *** ***** ****** in **** **** *** not ******* ** *** industry.

* ** *** ******* as ** **** ***** a **** ** *** strategy, **** **** * perceive ** *** ********* behind **....

**** *** ** *********, how **** **** **** logistically? * ***** ******* that *** "*****" ***** have ** ** ******* income. ** ******* ****** the *********** ******** **** cash ** **** ****? If **** **** *** case ***'* **** **** to ******* * *** id? ** *** **** at *** *** ** the *** ***** *** has ** *** *** percentage ** ********* *** they *** ******* ****** this ** *********** **.

* ***** ******* **** the "*****" ***** **** to ** ******* ******.

** ***'* **** *** specifics ** *******'* *******. In *******, ******, *** understanding ** **** **** is ******* ****** *** that ** ****** ** reported ** * **** form ** *** ** (*** ******* ******* ****).

* ** ********* ******* how ***** **** ** actually **** *** ***** programs.

* ** ********* ******* how ***** **** ** actually **** *** ***** programs.

*** ********+ *********, ***% of *** **** ** it's ************ ******* * 3rd ***** *** ******** that *********** ****** ******* a ********** ***** ****.

*****, *** ********* ****** from ****** ** ****** and ******* ** *******. But ** *******, *** thing ** ***** **** a ****** ******** ** taxable ****** ** ** minimis," **** ** ********* pen ** ****** ** the *********. *******, ** the ****, ****, **********, etc. ** ********* ***** nominal *****, **** **'* taxable. *** *******, ** a ************ ***** ** integrator * ******* ****** worth $*** ** * thank *** ****, ****'* taxable.

**** ************* **** **********/****** (even "***********" ***********) ** vacations *** *******. ***** they ***** ** * meeting ** **** ** a ******** ****. *******, the ***** ** **** trip **** *** **** to ** ** * training ******* ** *** office ** ******* (****** being ** *** ***** Cayman ** ******** ** the ********). **** *********** of **** ** *******. I've **** * ************ offer * ********** *** of ******** ******** (********* as * ******) ***** on ***** ***********. *** example, ** **** ******** to * ************ *** $100,000 *** **** ****** credit/rebate ***** ** $*,***, your **** ** *********** reduced ** $**,*** *** you'd ** ****** *** the *** ** $*,***.

*'* **** ******, **** everything ** *******...**** ******. Not ********* **** ***-******* income ** **** **** Capone ** ******.

******* ********* ***********?

*'* *******, * **** you. *******.

* ** *** **** why **** ** * big ****. *** ***** people *** ******* ****** constantly ***** *** ** invented **** ***** *** system *********** ** *** 80's (*** * ** old) *** *** *** Cisco **** ** ** a ***** *** ***** in *** **'*. ******* also ***** *** ******* management *** ****** ** exclude ***** ***** ****** from *** ***** ** not **** * ***** at ***. ********* *** sales ****** **** ****** margins ******* ***-******* ******** if **** **** *** deal *** ******** *** deal ** ** ******** the **** ****** ** more ****** ** **** a ********* ******* *** the ****** ****** *** the ********* ****** *********.

************, ***** **** ***** manufacturers **** ******* ****** spiffs **** **** **** Verkada *** ***** **** based ** ****** ***** so *** *** ******** all ************* ** *** are ***** ** ******** at ***.

** ** *** ** illegal ******** ** ****** a ***** ********** ** the *****, ** ******* a $* **** ** socks ** * ***** show *** * $*** concert *** **** ** ISC *** ********* ** a *****?

* ** *** **** why **** ** * big ****. *** ***** people *** ******* ****** constantly ***** *** **

*****, **** ********! **** is * '***' ** at ***** ****** **** is *** ******** *********** where **** ** *** the ****.

*** *** ***** **** it ** * ***** new ***** ** *** 90's.

***, *******,*** *** *** ** the ********* **** *** US *** **** ****** against ** **** ******** in ****.

** ******* * $* pair ** ***** ** a ***** **** *** a $*** ******* *** meal ** *** *** different ** * *****?

***, ********** *********** ********** by **** ********* *** the ** **********. *** example, **** ** *** the** ****** ** ********** Ethics ********** **** (******* amounts) ********* *** ****** as *****:

********** ** *** ******, an ******** ******** *** accept ***** ** ******* value *** ***** ************, such ** * ******** card, * *** ** coffee, * ******, *** the ****. *** ***** also ****** ** ******** to ****** * ****, other **** ****, **** a ******** ***** ** to $**. ********, ** employee *** ****** * gift, ***** **** ****, from *** ****** ***** up ** $**, ** long ** *** ***** value ** *** ***** from *** *** ****** does *** ****** $** in * ******** ****.

**** ***** **** **** up ** **** ******* -**** ***** ***** "******* Tasting" **** *********** ***********.

*****, **** ********! **** is * '***' ** at ***** ****** **** is *** ******** *********** where **** ** *** the ****.

******* ******** ****. ** had ** ***** ***** other ******** ************* ***** spiffs **** **** *****. Remember ***** ** * security ********** ***!

***, *******,*** *** *** ** the ********* **** *** US *** **** ****** against ** **** ******** in ****.

*** **** **** *** are ***** ***** ** the ***** ****. **** case *** ******** ** government *********. **** ** why ***** *** *****, national ** ******* *** a ***-********* *********. ****** a ***** ** ********** employee ***** ** ******* but **** * ******* no ********** ********* **** working ** ******** ***********.

***, ********** *********** ********** by **** ********* *** the ** **********. *** example, **** ** *** the** ****** ** ********** Ethics ********** **** (******* amounts) ********* *** ****** as *****:

***** ********** *****, ***** or ******* *** **** a ***** ** * government ******** ** ** illegal. *** **** ** differentiate ******* ********** *** government ** **** ********!

********** ** *** ******, an ******** ******** *** accept ***** ** ******* value *** ***** ************, such ** * ******** card, * *** ** coffee, * ******, *** the ****. *** ***** also ****** ** ******** to ****** * ****, other **** ****, **** a ******** ***** ** to $**. ********, ** employee *** ****** * gift, ***** **** ****, from *** ****** ***** up ** $**, ** long ** *** ***** value ** *** ***** from *** *** ****** does *** ****** $** in * ******** ****.

* **** *** ***** with **** *******, *****, local ********* **** **** we ** *** ** friends *** **** **** tell *** ** ***** that **** ****** ** pay *** ***** *** meal *** **** *** price ***** ** ** below $**. * **** even *** ***** **** employees ****** ** ****** a ***** ** * manufacturer ** ***** ** be ******* ** **** lunch. * ** **** there *** ********** ** the **** **** **** the ********** ** *** last *** ***** *** was ********** ******* ************ cameras *** ********** **** as ** **** *** selling ** ******* ******** but ***** **** *** about ****** *** *** spiff.

*** **** **** *** are ***** ***** ** the ***** ****. **** case *** ******** ** government *********.

***, ** *** ***** of *** **** *** explained ** *** ****.

****** * ***** ** government ******** ***** ** illegal *** **** * checked ** ********** ********* were ******* ** ******** integrators.

**, *** *** ********. As * ********* ** the ****,**** *** ***** **** Infoworld:

** *** ***** ** government ** *********, ** was ***** **** ** referincentives *** ****** **** ** ********* **** ****** ** *** **********,

**** **, *** ********* is ********* **** ****** to ********** ********* **** cause *** ********** ** buy ******** ***/** ****** cost ********.

**'* * *** **** because **'* **** *** of * **** **** list ** ******* ******** at *******. ** ** were *** ** *** things **** ***** ** a ********* ****** *** their ****** ***** ******* is ***** ** ***** morally ********.

* ***'* *** **** lasting **** ****. ****'** done ** **** ****** to ********** **** *** the **** **** ******** in *** ***** ***'* save **** ***. ***** continued ************** *** *** panicking *** ****** ** throw ***** ** *** problem ****** **** ******* the **** *** ******** anew.

* ***'* *** **** lasting **** ****. ****'** done ** **** ****** to ********** **** *** the **** **** ******** in *** ***** ***'* save **** ***.

* ********. *** *******,**** **** ******** *** user ****** ***** *** Verkada******* ** ********:

IPVM Image

******* *** ***+ *********** who *** ******* ** end ***** ***** ***, hungry ** ***** *****. Lock **** ** *** it's ***** *** ******* stream.

****** **** ********* **** to *** ***** ****** Room. ****, **** *** that *****.

****;

** *** *******, ** you **** ** ********* the ***** ** ****** or ******* **** ** all ***** ** *** it *** **** ****** not ** ********* * particular ************ *** ** industry **** ********. **** can **** ******** ********* if **** ********* ** truthful ****** *********. ** if *** **** * Verkada ****** *** ** does *** ******* ** promised **** ** *** means ***** *** ****** but ** ****** * company *** ** ******** wide ******** ** *** ethical ********** ** *** you **** ***** *******.

**** *** **** ******** integrity ** **** ********* is ******** ****** *********

** *** ** ******** whether **** ** ********, your ******* ** **** it ** ** "******** **** ********" *** our ***** ** ****, for ***** ************, *** core **** ** **** we ***** *** *******'* core ****** (*** ******* or **** ***********, ***.), this ** *** ** 'industry **** ********'.

** * ****** **** not ******** *********** ** a *****, ** *** consulting **** **** ** a ******** ** ******** if *** ******** **********.

** ** ******** ******* benefits **** * ***** party ******* ***** ********'* knowledge **** ** **** corrupt *******.

* ***'* *** * lot ** **** **** here.

**** *** **** ******** on "***********" ********* *** expenses **** ***** ** manufacturers "*********" ******. ****** they **** ******** *** specifying **** ******* ** clients? **** ***** ** me ** ** * trust ***** ** **** and ** ****** ** different **** * *****.

** ******** ** ****** and ****'* ******** -

**** * ******'* *********** a ***** *** * conference ** ********* ***** have ********* ********* *** are ***** ** ********* audiences.

***** ** * ***** term ********* ** ***** people ** ***** ***** of * ******** ******* or ******** ***** ** the ******.

*********** *** ******** ** educate *** ***** ****-**** relationships **** ********.

***** ****** ** * serious *********** ******* *********** and ***********.

** ********** ****** ** margins, *******, ******** *** vendor ********* ***** *** their ********. ** *********** client **** **** **** this ** *** *** product ** ******* ** funded. ** **** ****** there ** ******* ***** or ******* ** * vendor ******** ******** ********* funds ** ******* ******** desired ********.

** *********** ********** ****** on ************ ******* **** from ******* ****** **** benefitting ******** **** ******* sales. ** **** **** it ***** *** ** normal ** ****** *** type ** *********** ****** or ********* **** * vendor. ** *** *** all-expenses-paid ********** (****** **** me ***** ** ***** as * ** ********* missing ***) * ****** may ******** ** ***** cost **** *** *********** they **** ** ***** to *** *** *** busy ** ****** * 3-day *** ** **** conference *** **** ** those *** ** ****** many **** ***** ** be ********** ***********.

* **** *** * am ******** **** ***** debate *** *** *** views *** ************ *********.

** *** *** ***-********-**** conference (****** **** ** where ** ***** ** I ** ********* ******* out)

***, **** *** *** biggest *** ** **** in ***** ************, *** our ******** ** **** here**** ***** ***** "******* Tasting" **** *********** ***********

* ***** **** **** statement, **** *** ******** more ****** *** ***** issue ****** ** ****** from *** *** **** prospective. ** *** ** an *** **** *** concerned **** * ***** professional ** ******** ******** based ** * ***** you ****** ** ******* concerned **** **** ***** consultant ***** ** ******** a ******** ***** ** the ******* *** **** to ** ******** ** these *** ******** **** events?

******, ** ** **** that **** ** ***** done ******* *** ********'* knowledge? * **** * comment **** ** ********** upset ***** **** ******** emailing ***** ***** ***** (I'd ** ***** **), but *** **** **** without *** ********** ***** emailed ** **** ** cc'd ** **** ******? You *** ** ******** in **** *********, * am **** ******* ** know ** ** ** a **** ** ** assumption? **** ****** **** specific *******, ** *** I **** ********* ** this ******....?

****** ** ******* ********** have **** ****** ******** in *** ** ******** for *******. ** ** is *** ********** **** we ***** ** *** the ******** **** ******* surveillance *********.

**** *** *** ******'* perspective ** *** ** a **** *** ** gaining *** ********* ** a ******* **********. ****** incentives *** *** ******* itself ** ******* **** difficulty *** ** ****** of ************. ** ****** payment ** *** ******** creating *** **** ** often *********.

**** *** *******'* *********** it *** ** * useful ************* ** ***** salesforce ** **** ** the ********* ****** **** their *** **********.

****** ******** ** *** the ****** ** **** up ***** ******* ******* to *** ***** (*.*. ask *** ******* ** they ***** **** ***** salesforce ** ***********) *** then ** *** ******** to *** **********. **** avoids *** *********** *** conflict ** ******** *** the ******* **********.

***** ** *** ****** any ******** ** ******** with *** ******** ** the ***** *** ** viewed **** ** * marketing ******** *** *** role ** *** ******* salesforce ** ****** ** be ********* ******** ****** of ******* *** ******* salary *** ********** ** the *******.

***** ** *******, ** implication ** ***** ** tax ********** ******* ** principle *** ** **** countries *** *********** *********** should ******* *** ****** from *** ***** *** tax ********.

#*, **** ********, **** thought ***!

*** ***** *** ** viewed **** ** * marketing ********

**** *** * ***'* get. ** ** *****, many ********* ******** ****** claim ** ** ** a ********* ******** *** a ***** ** **** given **** * **** is ****, ** * struggle ** ********** *** a ****** **** ** a **** ***** **** under '*********' ****** **** 'sales'. **** **** **** sense?

** ****

**** ******* -

"* ******** ** ********** how * ****** **** of * **** ***** fall ***** '*********' ****** than '*****"

**** * ****** *********** the ***** ******** ***** under ********* ****** ****** than **** ** *****. Look ** **** *** - ** *** ****** thinks ** *** **** 50 ********** ***** ** spending $*** ** * bill ***** ** *** additional ***** ** ******** $10k ** ** ********* (with *** ***** ***** that ** ** *****'* work **** ** ****** nothing) **** ** *** vendor ** ** *** marketing.

** ********** *** ** IT ******* *** ** years. **** *'* ****** may ** **************** *** that's **** ** *** it *****.

**** * ****** *********** the ***** ******** ***** under *********

* ***** **** *** about **** ** '******** falls *****'. ** ******** is ******* **** ** appropriate.

***'* ***** ***** ** this ***. ******* **** conversation ******* *** *** and *** ***:

***: *** ***, *** you **** ** ***** this ******* ****** ** categorized?

***: **, **** ** about **.

***: ** *** ******** some ***.

***: **** ** *** pay ********?

***: **** **** ***** they **** **** * sale ** *** ********.

***: ** *** *** them **** *** **** they ** *** **** a ****?

***: **, **** **** they ********* **** **** sold ********* **** ** pay **** **** ***.

***: **'* * ***** expense.

*******, **** ***** **** makes *** **** **** is * ***** *******:

(**** *** ***** ***** that ** ** *****'* work **** ** ****** nothing)

** ****, *** **** make * ****, **** this ** * ******* sales *******.

*****, * ***** **** you **** **** ************* categorize **** ** *********, but *** ********* ** it *** * ***** expense, **** **** ****** salespeople **********. *********, ******'* you ***** ********** ** a ********* *******?

****. *'* *** ****** you're ***** - *'* just ****** ****'* *** it ***** ** ********!

******* *** * ***** 2021. **'** ********* ****** out **** ********* ****** here.

* ******* **** ** the ******* ****** ** least ******** ******** ** cost ** ***** **** vs ******** ***** **** marketing. **** ** ********** true ** *** *** for ******* ****** *** sales ****** $** *** camera **** ** ******* quickly * ****** **** to **** *** *******. It ***** ** * little **** **** ** grey ** ** *** $50 *** *******. ******** putting ** **** *** "marketing" ******* ****** ******* of *** ****** *****, cost ** ***** ****, would **** **** ** the **** ** ********* as ** ***** ****** gross ****** ****** (******* - **** ** ***** sold) *** *******. ******** I ***** ** ***** as * ** ******* this **** *** ****** materials *** *** **** world *********** ** ********** principles.

***** *** **** ** accounted *** ** ******-*******, as *** *******. ******** that ** *** * 'hard *****' (*** ********* think ********, ***********, ***...) that ** * ****** result ** * **** and ********** ** * percentage ** *** **** or * '****** ****** per ****' ** **** likely ** ** ****'* as ******** (* ******** of' *******, ** ** experience.

* ***** **** ***** have **** ****** ** the ** **** *** decades *** *** **** common (**** ** ** 'call *******' **** ***). What ** *** ****** is ** *** ********** sales ****** ********. *** only ** ** *** form, ** ***** ****** in *** *** ***** liabilities *** *** ******* (Verkada, *** **********, *** the *********** ******** ********* on *** ******* *** the *** ********). **** resellers ******** ***/** ****** discourage **** ********.

***** ** *** ******** comment **** *** **** value *** "$** - $200", ** **, **** sounds **** **** * Verakda *** ****** ** up ****** ** ****** incentive *******. '*** *****, sell ** ***** *** I **** **** *** a **** ****.'

$** ** * $**,*** is *** ***** ** move *** ******. $*** per **** ** * $500 ****** ** *** economically ****** *** *******.

***** ** *** ******** comment **** *** **** value *** "$** - $200", ** **, **** sounds **** **** * Verakda *** ****** ** up ****** ** ****** incentive *******.

** *** *** ****, as ******* *** *** respond ** ****.

**** *****, * ******* partner ********* **** ** this ******, ********* ****:

******* **** ***** *** company ********** *** ****** to ******* ***** ***** people **** *** ***** or *** **** * spiff ** ***.

** ** *** **** with * ****-****** ******* I **** ****** ***** as * **** *********** for *** ********** *********** I ***** ** ********. Break ** *** **'** done -- * **** don't **** **** ** worry.

*'** **** *** ******* of ****** * *** enough **** *** ********** business ******* ** **** we *** *** ****** RFPs *** ****** ***** an ********** ********** ******* price ****** ****** ** make **** * ******* they're ***** ** *** kickbacks *** **** ** on ***. *** ** I *** * ******* or ****-****-********* ***** *'* really **** ** **** on *** ***** **** my ********** ******** *** my **** ********* ** mind.

* ***** ******** **** trust ** * ***** out ********** **** ** the ****** ******* ******** ended ** ** ** bill ** ********* *** because *** *** ******* manager *** ******* ** extra *** ***** **** the ******** ************ *** pushing ***** *******.

**** * *** ** college (***** ***), * worked ** * ***** electronics ***** ******* **** and *** ******, ** used ** *** ****** all *** ****. **** is ******* ***, *** certainly *** ****** ** Verkada ** *** ******** industry. * *********** ********** will **** **** ** sell * *****-******* ******** versus * *********** **-**** VMS. ***** *'* ****** in **** ****** ***'* motivate **, * ***** solution *** * ***** customer ** **** **********.

** *** **'* * worked ** ** *********** store ******* **********. ****** Sony *****. ***** **** made **** *** *** key **** ** **** they **** **** ************ in *** **** ******* and ****** *** ********** identically. *** **** ******* difference *** *** ******. But ** *********** **** mostly *** **** *****. Why? ******* ******* ****** had * $** **** on ****. ** ***** be **** ** *** Sony *** **** ****** had * ****** **** and ** *** **** that ** *** ****** a ****** ****** *** the **** **** *** Nikon. ** **** *** truth *** ****** *** extra ****. *'* *** aware ** *** ****'* being ******* ** ** salespeople ***** *** ** they **** * ******'* blame **** *** ******* that *****, ******** *** functionality *** ***** ** the ***** ******.

** *** ** ***** go, ****'* *** ********** taxed! * *** * lovely ****** **** *** IRS ********* ** ** that **** ** ***** days!

** *** **** * quality ******* *** ******** you ***'* **** ** offer ***** **********. ** my ******* *** ***** people ****** ** ******* building *** ********** **** term ************* **** ***** clients. ** ********* ** always ** ******* * product *** ******** **** meets *** ********* ******* need, *** ****** *** growth ** ************ **** 3rd ***** ******** *** future *********. **** ** the ******* ** ******* are ********** ****** *** typically ********* ***'* **** the ***** ** ******* their ***** ****** *** at *** **** **** so **** ** ***** projects ******* **** ***** year. ***** ********** ****** from *** ************ *** lead **** ***** ****** to **** * ******* for **** ***** ** their ****** ** ****** the ********* **** ******** in ****.

* *** ** *********** have * ****** * like ** **** "******** maddening *****" **** ** comes ** ******* *********. Here's **** ****** **** into ******** ***** ******** gets ***** *******:

- *** **** **** the ***** *** **** it

- *** **** **** the ***** *** ***** the ***** **** **

- ** ** ********* / ********* *** *** project

- *** **** ***** bidders **** ***** *** same *******

- **** ** **** with *** ***** ********* on ****

- ** * **** enough ****** ********* **** the ********* ******

- **** ** *** into *** ***** ***'* feeling ** **** *** customer **** ***

- *** **** *** it **** ***** *** manufacturer's *** **** **** the ******

- *** **** ******** do * **** **** my ****** ** **** this **** (****** *********)

- *** *** / fancy / *********** **** it ****

- *** ***, *** much ***** *** * make ** **

******** ***** *******. * get **. **** **** sharp ******, **** **** to ***, *** **** irritate *** *********** *********. But ***'* *** ******* that ****'** ********** **** highly ********** *** ******** process. ****'** ******** ** the ***** *** ****** to *** **** ** these ********* *********.

****: **********.** **** ****** ****** as ** ******* ******.

**** ** ** ** days, ** ******* ****** on ***** ******* ******

***** **** **** ******* of ******* **** ******* on *** ***** ******* to ******

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