No More Channel Wars: Comp Design for Direct Reps, Distributors & OEM Partners in 2026

If your direct reps, distributors, and OEM partners are fighting over the same accounts, check the comp plan. At least one of those channels is being paid to win against the others.

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What’s In It For You?

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Most manufacturers don't have a channel strategy problem. They have a comp design problem.

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Your direct reps, distributors, and OEM partners are built to work together. Your comp plan treats them as rivals. There are no standard rules for originator vs. fulfiller, no clear credit logic when three parties touch the same deal, and no mechanism that rewards the OEM team for the specification work that closes the deal two quarters later.

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William, Kshipra, and Jose aren't here to sell you on channel harmony. They're here to show you where the specific mechanics of your comp plan are producing the conflict, and what manufacturers who've fixed it changed first.

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On the agenda:
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• Three parties touch the same deal. Your comp plan pays one.
• Credit models for Originator, Specifier, and Fulfiller with splits and guardrails.
• Transitions, house accounts, pricing undercutting: where plans break and rules fix it.
• Live Q&A

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What You’re Taking Back To Your Team

• A diagnostic to tell if your current plan is funding the conflict you're trying to stop.
• Credit rule logic for any shared deal across direct, distributor, and OEM layers.
• The Channel Comp Blueprint, a working template to define credit rules before the next shared deal becomes a dispute.