Another thing to consider when selling products through the channel is the pricing model.

1. Is your pricing stable? Know that frequent price changes are difficult for the channel. Bigger distributors and DMRs may only be able to adjust their systems twice a year.
   And once pricing is released to the channel, tens to hundreds of resellers will have it, and all their sales reps will have it – making price change management nearly impossible.
2. Is your pricing easy to explain? Remember, your reseller sales reps carry a portfolio of products. They will spend more time on products that have compelling value, and are easy to sell. Simplicity of pricing is a component of ‘easy to sell’.
3. Have you built “upsell” into your pricing? A product that has an entry-level price, with additions or services that can be sold later provide a reseller with a natural way to go back to their customer.