For decades, technology vendors have leaned on discounts, rebates, and MDF to influence partner behavior. But every discount point eventually leaks to the street, and none of them fixes the problem partners feel most: paying the vendor on net 30 while waiting 60, 90, or 100-plus days to get paid by the customer. Extended payment terms close that gap, go straight to partner profitability, and give sales teams a way to pull deals forward without lowering the price floor forever.
Chris Zettervall, vice president of vendor sales at WeFi Technology Group, joins Channelnomics VP of Client Relations Amy Henderson on “The Network Effect” to discuss what channel finance really is (and isn’t), why treasury and channel teams struggle to speak the same language, how terms become a competitive sales tool, what changes in high-growth markets like India, Latin America, and the Middle East, and why bigger multi-vendor AI deals and more expensive money make this a conversation vendors can no longer put off.