Verkada Spiffs Security Integrator Salespeople
An integrator CEO recently commented on IPVM, "I had to admonish Verkada NOT to offer direct promotions to our sales teams".
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.
**********
** ******************* ** **** ***** *******'* ********:
* *** ** ******** ******* *** to ***** ****** ********** ** *** sales *****. **** **** *** *** salespeople's *****, **** ******** $**-*** ***** offers ******** ** *** *********** *** selling ***** ********. * ******* ******* that ******** *** *********** ** *** job, *** ******, *** ** *** happy ** **** ******* ********** **** received ** *** ** *** ** they *** ****** *** ********** *** overall ********.
**** ******** ** **** **** ** in *** ******. ** **** *** if **** *** ****** *** ******.
Verkada ** *******
******* *** *** ***** ** ******** requests *** ******** ** **** ********. We ***** *** **** *** *********** on *******'* ******* ***** **** * program.
How ** ***** / *******
********, ************* ** *** *** ********** salespeople. *** ********** **** ***** *********** directly *** ********** ********** ********* *** strategy ***** **** ******** ** ****.
*** ***** ********* ********** *********** ** favor *** ************ ********* *** ***** over ****** *** ** ***. *** since ** ** ********* **** *** security ************* ** ***** ****** ** integrator ***********, **** ******** ** ********* for ******* **** ****, *****, ******, Hikvision, ***.
*** ******* ********** **********'* "**** ********'*" (******** ********* ****) ***** ****** ** ******* **** 1% ******* ** ******** ******** **** directly ** ********** ***********.
Upside *** *******
*** ****** *** ******* ** **** this *** **** ***** **** **** rivals. *** *** ********** ***********, *** Verkada ***** ***** ** ***** ****** that **** ***** *** **** ************ other ********.
***, *** *******, *********** **** * ****** ************ ********, **** ** **** '****' ***** upfront, ******* *** ** ********* **** the ******** **** ******** ** ***** on ******* ******** *** ***** ** come **** **** **** ** ***** the ********* ****.
Downside *** **********
***** *** ********** *********** ******* **** this ***********, ** ******* **** ** the *********** *******. ** *** ********** CEO *** ****** **** ********:
******** *** *********** ** *** ***, not ******
****** ********* ***** ** **** *** consideration **** ** ********** ******* * project. *** *** ********** (*.*., *** owner / **********), ***** ** * longer-term **** *** ***** ****. ** the ******** ********** ******* ******* **** the ********, *** ********** ** ***** blamed. **** *** ****** ** ****** future ******** **** **** ********. *** salesperson *** ** **** *** *** integrator *** ******.
******* ** *** ******* ******* *** then ********* ** ******** ** ********* and **** ****** **** *** ********* or, ** *** ******, ******* *** then ***** ****** **, *********** **** long-term ***** ** **** **** **** today ********* ********'* ******** *** ******** relationships.
Ethics ** ******
**** **** ****** ** ******** *******, others **** **** ** *********.
** *** ******** ****, ********** *********** typically *** ************ *********** ****** ***** from ******* ***** *** ********. ** that ***, ****** *** ** ****** as *******, ******* *** ** **** money *** ** **-******* ********.
** *** ********* ****, *********** *** often ****** ** ********* (** ****** be *********) *** **** *********** ******** to ***** ******, **** ** **** solution **** *** **** *** ********** the **** *****. ****** ********** **** benefit *** ********** *********** *** ******* specific ******** *** ***** *** ********** to ******** * ******** **** ** inferior ** *** ******'* *****.
**Government ******* ******* ******
*** ******* ******** *** ********* ** infrequent ** ********** ***** ******* ******* companies **** ***** ****** **** ****** government **********.
* ********* ****** ** ***** ******** in **** ************* ********** *** **** ** ******:
** ************* *** ****** ****** *** beltway **** **** ***** ***** **** was ***** ******** ** ** "*****," * ******** **** **** ********* refers ** *****, ********* ******* **** to *********** *** ******* * ********** product. ** *** ***** ** ********** IT *********, ** *** ***** **** to *****incentives *** ****** **** ** ********* **** ****** ** *** **********, Paller said. The end result was that the cost of services and products sold to the government got inflated, he said. [emphasis added]
**** ******** ** *** ************ ** ******* ****** ****** ** 2007, ******** **** ***** *********:
********* ********* ***/** **** ******** ** money *** ***** ****** ** *****, known ** ******** ********, ** * number ** ********* **** **** **** had ****** ******** *************. *** ********** intervened ** *** ******* ******* *** alleged ******** ************* *** ********* ******** benefits ****** ** *********, ** **** as *********** ******** ** ******** ************* in ********* ** *********** ********** *** the ********** ********** ** *** ******* acquisition ***********.
** *** ******* *****,*** ** ********** **** ******** **** ***** ** ******, ******:
*********** ********* ********* ******** ********* ** the **** ** ******* *** **** incentives – ********* ***** ** “******” – **** ** *** *********’ ***** personnel ** ****** **** ** ***** patients ** ********* ********.
*** ** * **** ******* ***** case,*** ** ********** **** ******* ******, **********:
********* ********* ****** ** *** ***** the ***** ** ***** *********** (********* called ******) **** ***** **** ** its ***** ********* *** **** *** patient ***** *** * ********* *******
*** *** **** ******, ************ *** *** ******* *****, the ********** *** ****** ********* ***** the ***** ** ******, ********* ******* to ********:
*** ********** *** ***** *** ******** that ***********-***** ***** ***********, ********* ******* 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]
***** ** ** *** **** **** risk ** ********** ****** ***** **** on *******'* *******, ***** ** ********** evidence ** **** **** *** ** government ** ********* ***** *** ****** can **** ********** **********.
Backlash *** *******
* **** ********* ******* *** ******* is *********** ********* ** ******* ******* so * *******, ** *** ********** who ****** ** **** ******. ** integrators **** ** ****** ** ******** their ***********, **** *** ** ** directly *** **** ********* ***** ** what **** **** ** ***** **** long **** *********, *** **** ***** any ********** ************ **** ********* *****.
*******'* ************ ******* *********** *** ******* sharply ********** ****** *** *** **** ***** various ********** *****, ** ***** ****** it ** ** **** ***** ** our ******** **** *****.
Help ******* ****
**** *****, ****** *** **** ******* to **** **** *** *********** **** do ****** ** **** **** ****. They *** ****** ******** ** ** matched ** ********* ** ** ******** Verkada **** * ***** ********* ********* advantage ******* ***** *************.
*** ***** ******** ** ** ******* FROM *** ********
****** ** ***** * *** ** ladder.
**, ****** ********* ** **** *** Verkada ****** *********?
***** *** ******** *** *** ******* different ******. * ***** *** ** anything **** * *** ** ********** at *** ** * **** ** socks ** * **** **** ** a *****.
* ******** ******* *********, ** * were ** ***** ** ********** * financial ********* ** ***** ** ******* over ******* **** **** ** * kickback *** ** ** *** **** that ** *******.
** *******, *** ** **** ****** a ********* ********* ** **** ***** product ****** ** ** *** **** of ****** ******* ** * ***** than ********* **** *********** **** ****** that ** ** **** *** *** customer ****, ** * ****** ********** is ******* * ******* **** ** a ****** ** *** ***** **** they ****** ** *** ****** ** question ****. ******* ***** **** ** easily ****** ***** ******* ******* ** increase *** ******** ******* *** ****** would ***** *** ******* *********.
* ***** *** ** ******** **** a *** ** ********** ** ***
**** *** *********** ** ***** ***** are ********* ***** **** ** ******. A *****, ** *** ****'* ******* use, ** **** ** ******** ** a **** (*.*., *** **'* ***** called ***************** ********* ****). ** ****, ** spiff, ***/**?
* ******** ******* *********, **I **** ** ***** ** ********** * ********* ********* ** ***** ** ******* **** ******* **** **** ** * ******** and as we all know that is illegal. [emphasis added]
***'* **** *** ******** ******* **** Verkada ** *****, *.*., '***** ** individual * ********* ********* ** ***** my ******* ***** *******'?
** ** *****, ** *** ********* to *** ******** ** **** ******* as * '*****' *** ***** **** definition, ** ** * ********, **?
* ******* ********* *** *****. * never **** *** ******* **** ******* of ****. *******, **** *** ****.
* ***** **** *** ******* **** version ** ****
***,********* ** *********, **** ******* *** ******** *** applied *****, **** *** ******** ******* came **** *** ***** ******** **** unloading **** ********* ********:
* "*****" ****** ** ******* *******, spiffs ***** ******** ****** ** ******* articles,***** *** **** *******, ********* ** a ********* ************ *** ** *** price ******. ***** ***** *** **** known ** *** *********, *** *** almost ********* ****** **** ******** *** an *******, ****** **********, ** ******* on *** ***** ******** ** "**** the *****.
*'* ******* ***** *** ********** ** Avigilon's *********+ *******. * ***'* **** anything **** ***** *******'* ******* **** what's ****** ****, *** ** *****'* really **** **** **** ********* **** what ******** ****. ** ** * missing *********? **** ********'* *******, ********** salespeople **** ** ***** ********, *****? Is *** ********** **** ** *** amount ******* ** ******* ** **** (Avigilon's *% *** ********* *** ** to * ****** ******) **** *** real ********** **********? ********'* ******** **** more "*******" **** *******'*, *******...
**** ********'* *******, ********** *********** **** in ***** ********, *****?
**** ********'* *******, ********** *********** *** a **** ** *** ******* **** their ******** *** ****** **.
** **** **** ** ****** *** rules ** *********, **** ***** **** a *** ********** *** *** *** integrator (*** ***** **** *** *** salesperson). ** ** ******* ** *** a ******* ** ************** ********. ****** way, ** ** *******. *** ** play *** **** ********** ****** *** making * *** *********** **** *** a **** ****. **'* ******** *** corruption ** *** ***** (** ****, as *** **** *** **). *************, it's *** ***** ** ******.
"** *** ********* ****, *********** *** often ****** ** ********* (** ****** be *********) *** **** *********** ******** to ***** ******, **** ** **** solution **** *** **** *** ********** the **** *****."
* ***'* *** **** ******** ** this ******** ********* *****. **** *** integrators **** ******** ** ***** **** lead ** ***** *******. * ********* doubt **** *** **** *** ******** solutions **** ********* **** **** **** money. * ***** ** ***** *** that ** *** ** ********** ** my ** ***** ** **** ********.
* ********* ***** **** *** **** are ******** ********* **** ********* **** them **** *****. * ***** ** wrong *** **** ** *** ** experience ** ** ** ***** ** this ********.
****, **** *** *** **********. **** will **** *** **** ** :)
** *** ***********, * **** ***** many *********** *** **** ** **** but, ** **** *****, * ** skeptical ***** *** **** ******** ** that.
**** *** *********** **** ******** ** which **** **** ** ***** *******.
**** ** ********* * **** *********, as * ******* ***********. **** **** not **** **** **** ***** **** or ****** ** ******* ******* **** the ***-**** *******.
******, **** **** ** ***** ******* is ********** ***** ** *** ********* of ******* ** ********** *********** ** flip **** * ***** ** ***'* brand (********* *** ***** **?) ** I ***** **'* **** ** *** that ********* ** ******* *** *** integrator *****.
****;
* ******* ******** ****. ** ***** people **** ***** *** **** * could **** **** ***** ******* * switch ***** *** *** ******* ****** is ** ***'* ******* * *****. Sell **** ** **** ***** **** a ******* **** ** *** ***** (Cisco/HP/Avigilon/Axis) *** *** ******** **** ***** be ****** **** *** ** ***** later. * **** ********* **** **** been ********* *** ** ***** *** they ***** ***** ** ** ** what ** *****. * **** ******** on **** ************* ***** * ******* presents * ******** **** *** **** is **** ******* *** * **** or *** ***** **** *** **** no ****** ** ****** *** ** lose **** ******** *** ***** *** we ***** ** ** *** ***** decision *** ********* ***** ***** ********* will **** **** *** *** ** to ******* ***** ******* **** **** inherently **** ** *** *** ****** solution **** *** ** *** ***** price ** **** ***** ** ****.
** ** ********* **** ** **** margin ** **** ** ********, ****** don't ** **** *** **. ** I ********* * ***** ****** *** takes * ***** *** ***** * deal ** * ****** ** ** they **** ** *****.
** ** ********* **** ** **** margin ** **** ** ********, ****** don't ** **** *** **. ** I ********* * ***** ****** *** takes * ***** *** ***** * deal ** * ****** ** ** they **** ** *****.
*****, * ***** **** ***. ** point ** **** ** ************* *** giving ******, ********** **** *** ***** so ******* **** ******* **** **** flip *****? *********, ** ****** *** going ** *** **** ******* ******, why *****? *** ***** ********* * hear ** ** **** ** ****** to **** ******* **** ***** ** anyway **** *******, ** **** **** number *** ****'* *** * ***** strategy. ********?
**** - * ***** *** **** the ***** **** **** *** ******* quarterly *******. ******* ** ********* ********* in ***** ******* *** *** **** that **** ******** ****** ******* **, look ** *** *********, ****** *** product **** **'* ****** *** ****, then *** *** **** ** ******* and ***** ******* ***, **** **** want ** ** ******** **** ****. That ** *** "**** *** ********" of *** **** **** **** ** market.
** **** *** ******** ***** ********** to **** ******** ******* *** ***** channel ****** *******, ** ***** **** it ** * ******** ** ********** growth *** ***** ***** **** ******** or **** **** **** *** **** otherwise ****** ******* ***** ******** **********.
* ***'* ******* **** ******* ** Avigilon **** ****** **** ********* ******* of * **** ** ********** ** their ******** (**** **** **** ** be ********* *********), *** ** * way ** *** *** ***** ****** in **** **** *** *** ******* to *** ********.
* ** *** ******* ** ** this ***** * **** ** *** strategy, **** **** * ******** ** the ********* ****** **....
**** *** ** *********, *** **** this **** ************? * ***** ******* that *** "*****" ***** **** ** be ******* ******. ** ******* ****** the *********** ******** **** **** ** gift ****? ** **** **** *** case ***'* **** **** ** ******* a *** **? ** *** **** at *** *** ** *** *** Uncle *** *** ** *** *** percentage ** ********* *** **** *** getting ****** **** ** *********** **.
* ***** ******* **** *** "*****" would **** ** ** ******* ******.
** ***'* **** *** ********* ** Verkada's *******. ** *******, ******, *** understanding ** **** **** ** ******* income *** **** ** ****** ** reported ** * **** **** ** the ** (*** ******* ******* ****).
* ** ********* ******* *** ***** this ** ******** **** *** ***** programs.
* ** ********* ******* *** ***** this ** ******** **** *** ***** programs.
*** ********+ *********, ***% ** *** time ** **'* ************ ******* * 3rd ***** *** ******** **** *********** before ******* * ********** ***** ****.
*****, *** ********* ****** **** ****** to ****** *** ******* ** *******. But ** *******, *** ***** ** value **** * ****** ******** ** taxable ****** ** ** *******," **** as ********* *** ** ****** ** the *********. *******, ** *** ****, SWAG, **********, ***. ** ********* ***** nominal *****, **** **'* *******. *** example, ** * ************ ***** ** integrator * ******* ****** ***** $*** as * ***** *** ****, ****'* taxable.
**** ************* **** **********/****** (**** "***********" consultants) ** ********* *** *******. ***** they ***** ** * ******* ** call ** * ******** ****. *******, the ***** ** **** **** **** the **** ** ** ** * training ******* ** *** ****** ** taxable (****** ***** ** *** ***** Cayman ** ******** ** *** ********). Even *********** ** **** ** *******. I've **** * ************ ***** * percentage *** ** ******** ******** (********* as * ******) ***** ** ***** performance. *** *******, ** **** ******** to * ************ *** $***,*** *** your ****** ******/****** ***** ** $*,***, your **** ** *********** ******* ** $95,000 *** ***'* ** ****** *** the *** ** $*,***.
*'* **** ******, **** ********** ** taxable...even ******. *** ********* **** ***-******* income ** **** **** ****** ** prison.
******* ********* ***********?
*'* *******, * **** ***. *******.
* ** *** **** *** **** is * *** ****. *** ***** people *** ******* ****** ********** ***** and ** ******** **** ***** *** system *********** ** *** **'* (*** I ** ***) *** *** *** Cisco **** ** ** * ***** new ***** ** *** **'*. ******* also ***** *** ******* ********** *** option ** ******* ***** ***** ****** from *** ***** ** *** **** a ***** ** ***. ********* *** sales ****** **** ****** ******* ******* non-Verkada ******** ** **** **** *** deal *** ******** *** **** ** if ******** *** **** ****** ** more ****** ** **** * ********* product *** *** ****** ****** *** the ********* ****** *********.
************, ***** **** ***** ************* **** offered ****** ****** **** **** **** Verkada *** ***** **** ***** ** volume ***** ** *** *** ******** all ************* ** *** *** ***** to ******** ** ***.
** ** *** ** ******* ******** to ****** * ***** ********** ** the *****, ** ******* * $* pair ** ***** ** * ***** show *** * $*** ******* *** meal ** *** *** ********* ** a *****?
* ** *** **** *** **** is * *** ****. *** ***** people *** ******* ****** ********** ***** and **
*****, **** ********! **** ** * 'big' ** ** ***** ****** **** is *** ******** *********** ***** **** is *** *** ****.
*** *** ***** **** ** ** a ***** *** ***** ** *** 90's.
***, *******,*** *** *** ** *** ********* that *** ** *** **** ****** against ** **** ******** ** ****.
** ******* * $* **** ** socks ** * ***** **** *** a $*** ******* *** **** ** ISC *** ********* ** * *****?
***, ********** *********** ********** ** **** companies *** *** ** **********. *** example, **** ** *** ***** ****** ** ********** ****** ********** what (******* *******) ********* *** ****** as *****:
********** ** *** ******, ** ******** normally *** ****** ***** ** ******* value *** ***** ************, **** ** a ******** ****, * *** ** coffee, * ******, *** *** ****. The ***** **** ****** ** ******** to ****** * ****, ***** **** cash, **** * ******** ***** ** to $**. ********, ** ******** *** accept * ****, ***** **** ****, from *** ****** ***** ** ** $20, ** **** ** *** ***** value ** *** ***** **** *** one ****** **** *** ****** $** in * ******** ****.
**** ***** **** **** ** ** this ******* -**** ***** ***** "******* *******" **** Independent ***********.
*****, **** ********! **** ** * 'big' ** ** ***** ****** **** is *** ******** *********** ***** **** is *** *** ****.
******* ******** ****. ** *** ** least ***** ***** ******** ************* ***** spiffs **** **** *****. ******** ***** is * ******** ********** ***!
***, *******,*** *** *** ** *** ********* that *** ** *** **** ****** against ** **** ******** ** ****.
*** **** **** *** *** ***** aware ** *** ***** ****. **** case *** ******** ** ********** *********. That ** *** ***** *** *****, national ** ******* *** * ***-********* statement. ****** * ***** ** ********** employee ***** ** ******* *** **** I ******* ** ********** ********* **** working ** ******** ***********.
***, ********** *********** ********** ** **** companies *** *** ** **********. *** example, **** ** *** ***** ****** ** ********** ****** ********** what (******* *******) ********* *** ****** as *****:
***** ********** *****, ***** ** ******* you **** * ***** ** * government ******** ** ** *******. *** need ** ************* ******* ********** *** government ** **** ********!
********** ** *** ******, ** ******** normally *** ****** ***** ** ******* value *** ***** ************, **** ** a ******** ****, * *** ** coffee, * ******, *** *** ****. The ***** **** ****** ** ******** to ****** * ****, ***** **** cash, **** * ******** ***** ** to $**. ********, ** ******** *** accept * ****, ***** **** ****, from *** ****** ***** ** ** $20, ** **** ** *** ***** value ** *** ***** **** *** one ****** **** *** ****** $** in * ******** ****.
* **** *** ***** **** **** federal, *****, ***** ********* **** **** we ** *** ** ******* *** most **** **** *** ** ***** that **** ****** ** *** *** their *** **** *** **** *** price ***** ** ** ***** $**. I **** **** *** ***** **** employees ****** ** ****** * ***** if * ************ ** ***** ** be ******* ** **** *****. * am **** ***** *** ********** ** the **** **** **** *** ********** in *** **** *** ***** *** was ********** ******* ************ ******* *** rebranding **** ** ** **** *** selling ** ******* ******** *** ***** that *** ***** ****** *** *** spiff.
*** **** **** *** *** ***** aware ** *** ***** ****. **** case *** ******** ** ********** *********.
***, ** *** ***** ** *** this *** ********* ** *** ****.
****** * ***** ** ********** ******** would ** ******* *** **** * checked ** ********** ********* **** ******* at ******** ***********.
**, *** *** ********. ** * explained ** *** ****,**** *** ***** **** *********:
** *** ***** ** ********** ** contracts, ** *** ***** **** ** referincentives *** ****** **** ** ********* **** ****** ** *** **********,
**** **, *** ********* ** ********* that ****** ** ********** ********* **** cause *** ********** ** *** ******** and/or ****** **** ********.
**'* * *** **** ******* **'* just *** ** * **** **** list ** ******* ******** ** *******. If ** **** *** ** *** things **** ***** ** * ********* matter *** ***** ****** ***** ******* is ***** ** ***** ******* ********.
* ***'* *** **** ******* **** term. ****'** **** ** **** ****** to ********** **** *** *** **** Yeti ******** ** *** ***** ***'* save **** ***. ***** ********* ************** are *** ********* *** ****** ** throw ***** ** *** ******* ****** than ******* *** **** *** ******** anew.
* ***'* *** **** ******* **** term. ****'** **** ** **** ****** to ********** **** *** *** **** Yeti ******** ** *** ***** ***'* save **** ***.
* ********. *** *******,**** **** ******** *** **** ****** about *** ************** ** ********:
******* *** ***+ *********** *** *** calling ** *** ***** ***** ***, hungry ** ***** *****. **** **** in *** **'* ***** *** ******* stream.
****** **** ********* **** ** *** movie ****** ****. ****, **** *** that *****.
****;
** *** *******, ** *** **** to ********* *** ***** ** ****** or ******* **** ** *** ***** go *** ** *** **** ****** not ** ********* * ********** ************ for ** ******** **** ********. **** can **** ******** ********* ** **** reporting ** ******** ****** *********. ** if *** **** * ******* ****** and ** **** *** ******* ** promised **** ** *** ***** ***** the ****** *** ** ****** * company *** ** ******** **** ******** is *** ******* ********** ** *** you **** ***** *******.
**** *** **** ******** ********* ** your ********* ** ******** ****** *********
** *** ** ******** ******* **** is ********, **** ******* ** **** it ** ** "******** **** ********" *** *** ***** is ****, *** ***** ************, *** core **** ** **** ** ***** and *******'* **** ****** (*** ******* or **** ***********, ***.), **** ** not ** '******** **** ********'.
** * ****** **** *** ******** commissions ** * *****, ** *** consulting **** **** ** * ******** of ******** ** *** ******** **********.
** ** ******** ******* ******** **** a ***** ***** ******* ***** ********'* knowledge **** ** **** ******* *******.
* ***'* *** * *** ** grey **** ****.
**** *** **** ******** ** "***********" attending *** ******** **** ***** ** manufacturers "*********" ******. ****** **** **** scrutiny *** ********** **** ******* ** clients? **** ***** ** ** ** be * ***** ***** ** **** and ** ****** ** ********* **** a *****.
** ******** ** ****** *** ****'* messages -
**** * ******'* *********** * ***** and * ********** ** ********* ***** have ********* ********* *** *** ***** at ********* *********.
***** ** * ***** **** ********* to ***** ****** ** ***** ***** of * ******** ******* ** ******** group ** *** ******.
*********** *** ******** ** ******* *** build ****-**** ************* **** ********.
***** ****** ** * ******* *********** between *********** *** ***********.
** ********** ****** ** *******, *******, services *** ****** ********* ***** *** their ********. ** *********** ****** **** know **** **** ** *** *** product ** ******* ** ******. ** this ****** ***** ** ******* ***** or ******* ** * ****** ******** specific ********* ***** ** ******* ******** desired ********.
** *********** ********** ****** ** ************ service **** **** ******* ****** **** benefitting ******** **** ******* *****. ** this **** ** ***** *** ** normal ** ****** *** **** ** undisclosed ****** ** ********* **** * vendor. ** *** *** ***-********-**** ********** (please **** ** ***** ** ***** as * ** ********* ******* ***) a ****** *** ******** ** ***** cost **** *** *********** **** **** to ***** ** *** *** *** busy ** ****** * *-*** *** of **** ********** *** **** ** those *** ** ****** **** **** prove ** ** ********** ***********.
* **** *** * ** ******** this ***** ****** *** *** *** views *** ************ *********.
** *** *** ***-********-**** ********** (****** tell ** ***** ** ***** ** I ** ********* ******* ***)
***, **** *** *** ******* *** we **** ** ***** ************, *** our ******** ** **** ******** ***** ***** "******* *******" **** Independent ***********
* ***** **** **** *********, **** was ******** **** ****** *** ***** issue ****** ** ****** **** *** end **** ***********. ** *** ** an *** **** *** ********* **** a ***** ************ ** ******** ******** based ** * ***** *** ****** be ******* ********* **** **** ***** consultant ***** ** ******** * ******** based ** *** ******* *** **** to ** ******** ** ***** *** expenses **** ******?
******, ** ** **** **** **** is ***** **** ******* *** ********'* knowledge? * **** * ******* **** an ********** ***** ***** **** ******** emailing ***** ***** ***** (*'* ** upset **), *** *** **** **** without *** ********** ***** ******* ** well ** **'* ** **** ******? You *** ** ******** ** **** statement, * ** **** ******* ** know ** ** ** * **** or ** **********? **** ****** **** specific *******, ** *** * **** something ** **** ******....?
****** ** ******* ********** **** **** normal ******** ** *** ** ******** for *******. ** ** ** *** surprising **** ** ***** ** *** the ******** **** ******* ************ *********.
**** *** *** ******'* *********** ** can ** * **** *** ** gaining *** ********* ** * ******* salesforce. ****** ********** *** *** ******* itself ** ******* **** ********** *** to ****** ** ************. ** ****** payment ** *** ******** ******** *** sale ** ***** *********.
**** *** *******'* *********** ** *** be * ****** ************* ** ***** salesforce ** **** ** *** ********* aligns **** ***** *** **********.
****** ******** ** *** *** ****** to **** ** ***** ******* ******* to *** ***** (*.*. *** *** partner ** **** ***** **** ***** salesforce ** ***********) *** **** ** pay ******** ** *** **********. **** avoids *** *********** *** ******** ** interest *** *** ******* **********.
***** ** *** ****** *** ******** of ******** **** *** ******** ** the ***** *** ** ****** **** as * ********* ******** *** *** role ** *** ******* ********** ** anyhow ** ** ********* ******** ****** of ******* *** ******* ****** *** commission ** *** *******.
***** ** *******, ** *********** ** terms ** *** ********** ******* ** principle *** ** **** ********* *** benefitting *********** ****** ******* *** ****** from *** ***** *** *** ********.
#*, **** ********, **** ******* ***!
*** ***** *** ** ****** **** as * ********* ********
**** *** * ***'* ***. ** be *****, **** ********* ******** ****** claim ** ** ** * ********* activity *** * ***** ** **** given **** * **** ** ****, so * ******** ** ********** *** a ****** **** ** * **** would **** ***** '*********' ****** **** 'sales'. **** **** **** *****?
** ****
**** ******* -
"* ******** ** ********** *** * direct **** ** * **** ***** fall ***** '*********' ****** **** '*****"
**** * ****** *********** *** ***** normally ***** ***** ********* ****** ****** than **** ** *****. **** ** this *** - ** *** ****** thinks ** *** **** ** ********** units ** ******** $*** ** * bill ***** ** *** ********** ***** by ******** $*** ** ** ********* (with *** ***** ***** **** ** it *****'* **** **** ** ****** nothing) **** ** *** ****** ** is *** *********.
** ********** *** ** ** ******* for ** *****. **** *'* ****** may ** **************** *** ****'* **** of *** ** *****.
**** * ****** *********** *** ***** normally ***** ***** *********
* ***** **** *** ***** **** it '******** ***** *****'. ** ******** is ******* **** ** ***********.
***'* ***** ***** ** **** ***. Imagine **** ************ ******* *** *** and *** ***:
***: *** ***, *** *** **** me ***** **** ******* ****** ** categorized?
***: **, **** ** ***** **.
***: ** *** ******** **** ***.
***: **** ** *** *** ********?
***: **** **** ***** **** **** made * **** ** *** ********.
***: ** *** *** **** **** fee **** **** ** *** **** a ****?
***: **, **** **** **** ********* they **** **** ********* **** ** pay **** **** ***.
***: **'* * ***** *******.
*******, **** ***** **** ***** *** case **** ** * ***** *******:
(**** *** ***** ***** **** ** it *****'* **** **** ** ****** nothing)
** ****, *** **** **** * sale, **** **** ** * ******* sales *******.
*****, * ***** **** *** **** many ************* ********** **** ** *********, but *** ********* ** ** *** a ***** *******, **** **** ****** salespeople **********. *********, ******'* *** ***** commission ** * ********* *******?
****. *'* *** ****** ***'** ***** - *'* **** ****** ****'* *** it ***** ** ********!
******* *** * ***** ****. **'** certainly ****** *** **** ********* ****** here.
* ******* **** ** *** ******* method ** ***** ******** ******** ** cost ** ***** **** ** ******** costs **** *********. **** ** ********** true ** *** *** *** ******* paying *** ***** ****** $** *** camera **** ** ******* ******* * direct **** ** **** *** *******. It ***** ** * ****** **** hazy ** **** ** ** *** $50 *** *******. ******** ******* ** into *** "*********" ******* ****** ******* of *** ****** *****, **** ** goods ****, ***** **** **** ** the **** ** ********* ** ** means ****** ***** ****** ****** (******* - **** ** ***** ****) *** Verkada. ******** * ***** ** ***** as * ** ******* **** **** MBA ****** ********* *** *** **** world *********** ** ********** **********.
***** *** **** ** ********* *** as ******-*******, ** *** *******. ******** that ** *** * '**** *****' (for ********* ***** ********, ***********, ***...) that ** * ****** ****** ** a **** *** ********** ** * percentage ** *** **** ** * 'dollar ****** *** ****' ** **** likely ** ** ****'* ** ******** (a ******** **' *******, ** ** experience.
* ***** **** ***** **** **** around ** *** ** **** *** decades *** *** **** ****** (**** so ** '**** *******' **** ***). What ** *** ****** ** ** pay ********** ***** ****** ********. *** only ** ** *** ****, ** could ****** ** *** *** ***** liabilities *** *** ******* (*******, *** integrator, *** *** *********** ******** ********* on *** ******* *** *** *** customer). **** ********* ******** ***/** ****** discourage **** ********.
***** ** *** ******** ******* **** the **** ***** *** "$** - $200", ** **, **** ****** **** like * ******* *** ****** ** up ****** ** ****** ********* *******. 'Hey *****, **** ** ***** *** I **** **** *** * **** card.'
$** ** * $**,*** ** *** going ** **** *** ******. $*** per **** ** * $*** ****** is *** ************ ****** *** *******.
***** ** *** ******** ******* **** the **** ***** *** "$** - $200", ** **, **** ****** **** like * ******* *** ****** ** up ****** ** ****** ********* *******.
** *** *** ****, ** ******* did *** ******* ** ****.
**** *****, * ******* ******* ********* this ** **** ******, ********* ****:
******* **** ***** *** ******* ********** the ****** ** ******* ***** ***** people **** *** ***** ** *** take * ***** ** ***.
** ** *** **** **** * high-volume ******* * **** ****** ***** as * **** *********** *** *** integrator *********** * ***** ** ********. Break ** *** **'** **** -- I **** ***'* **** **** ** worry.
*'** **** *** ******* ** ****** a *** ****** **** *** ********** business ******* ** **** ** *** run ****** **** *** ****** ***** an ********** ********** ******* ***** ****** around ** **** **** * ******* they're ***** ** *** ********* *** ends ** ** ***. *** ** I *** * ******* ** ****-****-********* group *'* ****** **** ** **** on *** ***** **** ** ********** partners *** ** **** ********* ** mind.
* ***** ******** **** ***** ** I ***** *** ********** **** ** the ****** ******* ******** ***** ** in ** **** ** ********* *** because *** *** ******* ******* *** getting ** ***** *** ***** **** the ******** ************ *** ******* ***** product.
**** * *** ** ******* (***** 80s), * ****** ** * ***** electronics ***** ******* **** *** *** stereo, ** **** ** *** ****** all *** ****. **** ** ******* new, *** ********* *** ****** ** Verkada ** *** ******** ********. * responsible ********** **** **** **** ** sell * *****-******* ******** ****** * traditional **-**** ***. ***** *'* ****** in **** ****** ***'* ******** **, a ***** ******** *** * ***** customer ** **** **********.
** *** **'* * ****** ** an *********** ***** ******* **********. ****** Sony *****. ***** **** **** **** but *** *** **** ** **** they **** **** ************ ** *** same ******* *** ****** *** ********** identically. *** **** ******* ********** *** the ******. *** ** *********** **** mostly *** **** *****. ***? ******* certain ****** *** * $** **** on ****. ** ***** ** **** by *** **** *** **** ****** had * ****** **** *** ** ran **** **** ** *** ****** a ****** ****** *** *** **** over *** *****. ** **** *** truth *** ****** *** ***** ****. I'm *** ***** ** *** ****'* being ******* ** ** *********** ***** but ** **** **** * ******'* blame **** *** ******* **** *****, assuming *** ************* *** ***** ** the ***** ******.
** *** ** ***** **, ****'* are ********** *****! * *** * lovely ****** **** *** *** ********* me ** **** **** ** ***** days!
* *** ***** ** *** *** same *****! * **** *** *** then ** ** ******* **** **** in *** ***, *** **** **** I ***** ******. **** ** *** salespeople ***** * **** ***** ******* someone *** **** ********, ** *** all ***** *** *****. ** *** us ************ ** ******** ********, *** then ******** ****** ** *** ***** $50 **** ****. ***** ************* *** spiffs, *** ****'* *** ********* ******. The **** ******* **** ****'* ****** me ***** ** **** *** *****, as **** **** *** ****** *** could *** *** **** *******, *** idea ** **** ** ****** *** the ******* ***'* ** ******** **** it *** ********* **** ****** ** sell **. * ***** **** ******* dubious, *** ** ***** ** ******* better.
** *** **** * ******* ******* and ******** *** ***'* **** ** offer ***** **********. ** ** ******* all ***** ****** ****** ** ******* building *** ********** **** **** ************* with ***** *******. ** ********* ** always ** ******* * ******* *** solution **** ***** *** ********* ******* need, *** ****** *** ****** ** integrations **** *** ***** ******** *** future *********. **** ** *** ******* we ******* *** ********** ****** *** typically ********* ***'* **** *** ***** to ******* ***** ***** ****** *** at *** **** **** ** **** of ***** ******** ******* **** ***** year. ***** ********** ****** **** *** manufactures *** **** **** ***** ****** to **** * ******* *** **** money ** ***** ****** ** ****** the ********* **** ******** ** ****.
* *** ** *********** **** * system * **** ** **** "******** maddening *****" **** ** ***** ** product *********. ****'* **** ****** **** into ******** ***** ******** **** ***** product:
- *** **** **** *** ***** rep **** **
- *** **** **** *** ***** rep ***** *** ***** **** **
- ** ** ********* / ********* for *** *******
- *** **** ***** ******* **** pitch *** **** *******
- **** ** **** **** *** other ********* ** ****
- ** * **** ****** ****** available **** *** ********* ******
- **** ** *** **** *** sales ***'* ******* ** **** *** customer **** ***
- *** **** *** ** **** since *** ************'* *** **** **** the ******
- *** **** ******** ** * have **** ** ****** ** **** this **** (****** *********)
- *** *** / ***** / interesting **** ** ****
- *** ***, *** **** ***** can * **** ** **
******** ***** *******. * *** **. They **** ***** ******, **** **** to ***, *** **** ******** *** integration *********. *** ***'* *** ******* that ****'** ********** **** ****** ********** and ******** *******. ****'** ******** ** the ***** *** ****** ** *** more ** ***** ********* *********.
****: **********.** **** ****** ****** ** ** editing ******.
**** ****'* ******* **, *** * still ******* **** *********. **** **** fast *** ***** **** *** ***** and ******* ******** ******. **** ********** aren't *** **** ****, *** *** fact **** **** **** ** **** it ** ***** ** ***** ** pretty *****.
**** ** ** ** ****, ** offered ****** ** ***** ******* ******
***** **** **** ******* ** ******* kind ******* ** *** ***** ******* to ******
* ******* ******* **** **** ******** in **** ********. *** **** ***** do *** **** ** *** ** to ***** ******?
** **** ******* *** * **** DEAL *** *** ******** *** * GOOD **** *** *** ********** *** WOULDN'T **** ** ***** ***** ****** TO **** **.