The Outlook for Commissions

Commissions are the lifeblood of any technology adviser, agent and direct seller in the connectivity channel. They’re also the subject of constant speculation about where commissions are growing (and shrinking) and whether strategic providers could do more. Understandably, technology service brokers (TSBs) want to ensure they’re properly compensated for selling to and supporting customers. Allan Jaffe, vice president of technology at Top Speed Data, will provide insight into the issues impacting commissions including automation, operational efficiencies and moving up the value stack to sell higher-margin services.