Technologies like IPT and security are causing changes to the whole sales process for channel partners.

In the olden days, IT products were more of a green-field situation. Yes, you had to make everything work together, but the site survey was nothing compared to what it is today. Nowadays there are so many technologies and physical situations living side-by-side that the partner has a lot more up-front work to do before choosing the best solution for the situation at-hand.

As far as compensation, there are three ways to go. Some partners do the site survey for free because they feel it puts them in a better position to make a larger sale, and they’re concerned that the customer may be unwilling to pay for that upfront consultation that will open other opportunities.

Some channel partners see it as just another fee-for-service that they offer, and therefore they charge for it every time.

A third group takes the middle course by assessing the fee, but then crediting it back if the customer ends up buying a larger solution as a result of the survey.

Interested in short hits here, folks. If you’re a channel partner or a customer, tell us which way you prefer to go… and why.