Commission Legal Market share Profit margin 
Sales Hacker
JANUARY 13, 2021
The OEM is gaining scale, more customers – and giving up higher profit margins that could be obtained by going direct to customers. The critical questions in the got to market (GTM) analysis are: Will the OEM channel cannibalize some of my customers? Normally, a 10% commission is paid on deals.
Lead Fuze
JANUARY 1, 2022
It also provides an upfront payment instead of the variable commission structure where pay depends on success, which might leave money on the table over time. If I sell through channels, will the revenue increase outweigh any lost margin from going direct to customers and cutting out distributors and retailers altogether?
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