MSPs: Should You Pay Sales Commissions to Tech Engineers?

IT Nation Panel

The panel featured:

During the panel, a few IT Nation attendees mentioned that they reward tech engineers with gift cards and other financial perks when they influence a sale. But a few panelists cautioned attendees not to get carried away with such perks.

The reasoning: Customers often consider an MSP's tech engineers to rank among their closest advocates, perhaps even sitting on the customer side of the table while negotiating a deal with the MSP. The idea is to make sure the tech engineer is recommending the best possible customer solution — and not recommending upsells and cross-sells simply to line his or her pocket with commissions.

Generally speaking here's the panel's core conclusion: Reward tech engineers for the behavior you desire. And that behavior should involve delighting your customers.