This episode of Tech Sales Insights features Roger Sands, CEO of Wyebot. He talks about Wyebot's early preference for direct as they were creating a new market segment and building a large customer base. Moving forward, Wyebot is shifting toward channels. Roger also emphasizes the need to be selective with technology partners, ensuring they understand the value they provide, and communicating that on sales calls.

HIGHLIGHTS

• Leaning on direct when creating Wyebot's new market segment and shifting to channel
• Wyebot's value message: ROI of mean time to resolution
• Be selective with technology partners

QUOTES

Selling direct and channel is comp-neutral - Roger: "If we've been in the channel long time and if you want the channel to be effective, you cannot compete with them, you can't take deals away from obviously, so we comp the sales team the same way."

Wyebot's value message to prospects - Roger: You're talking to a CIO, they have business-critical networks and they need to have those uptime has to be 99.9% in most environments. We're not talking to stock exchange inflations where it's even higher, but we're talking high availability. Our value at Wyebot is we ensure they have high availability, and high availability is the ROI."

Find out more about Roger and explore their open sales positions in the links below:

• LinkedIn: https://www.linkedin.com/in/roger-sands-4142673/
• Website: https://wyebot.com/

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