Introw Glossary

Compensation neutrality ensures that reps receive equal credit and commission for deals — regardless of whether they’re closed directly or through a partner. This eliminates disincentives to partner collaboration and helps reduce channel conflict.

Introw supports compensation neutrality by tracking sourced and influenced revenue inside your CRM — so RevOps can report cleanly and fairly across sales and partner motions.

Example:‍

An AE closes a partner-influenced deal. Because Introw logs the partner’s involvement in Salesforce, the AE receives full credit — encouraging more co-selling without internal friction.

Customer Acquisition Cost or CAC estimates the cost incurred by an organization to gain new customers.
In SaaS organizations, CAC is a crucial metric that indicates the cost on average that the organization incurs to convert a prospect into a paying customer.

It includes costs such as advertisement, content marketing, SEO, and branding.
Sales efforts such as salaries, commission, CRM solutions and even acquisition costs such as discounts and incentives for onboarding.

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Co-selling is a b2b partnership with a sales-driven approach in which two
or more companies work together to position and sell integrated or complementary solutions to a common customer base. Introw simplifies co-selling by making it seamless to collaborate with partners on a single deal. With a shared collaboration view and mutual action plans, everyone stays aligned. Plus, partners receive automatic Slack messages and emails, ensuring smooth communication and no missed updates.

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Co-marketing, also known as collaborative or partner marketing.

It is a strategic approach where two or more brands or organizations expand their reach
by pooling resources, expertise, and audiences to promote their products or services.

The core of successful co-marketing lies in aligning unique selling points and understanding
shared values between the brands. By working together, companies can create compelling joint campaigns,
cross-promotions, or bundled offers, enhancing the value for both brands and their audiences.

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A commission plan is the method by which a firm compensates its salespeople or channel partners for selling.
It usually entails paying a percentage of revenue or profit on each sale, encouraging salespeople to sell more.
Introw enables users to create custom commission plans, allowing partners to see their commissions transparently. This could help drive engagement and trust among partners while ensuring clear incentive structures.

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Channel sales is a B2B sales strategy where a parent company sells its products or services
through third-party partners rather than directly to customers.
This indirect sales model, also known as partner sales, allows businesses to expand
their reach by leveraging the resources, expertise, and networks of channel partners like resellers, distributors, and affiliates.
By using channel sales, companies can access new markets, increase their sales volume,
and scale more efficiently without heavily investing in direct sales efforts.

A channel partner is a standalone company that collaborates with another company to sell and market its product or service through indirect channels.

It is a sales model in which a company collaborates with another company to sell and distribute its products, thus expanding its reach beyond direct sales.

Channel partners can be resellers, distributors, or affiliates, and they can be rewarded with incentives like commissions or discounts for their service.

Introw helps channel partners by making marketing material readily accessible, monitoring performance,
and enabling real-time communication. It also helps in incentive management and offers training materials to
maximize the effectiveness of sales. This leads to increased cooperation and improved sales results.

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Channel management is overseeing and coordinating various sales and distribution channels to optimize a company's reach.

It’s about finding the right marketing techniques and sales strategies to connect with
target customers and deliver products or services effectively. This includes choosing the most suitable communication
methods and ensuring that each channel contributes to overall marketing goals.

Introw helps with channel management by improving communication, tracking performance, and supporting collaboration.
It enables businesses to manage partner relationships, incentives, and training more effectively. This leads to better sales and greater reach.

Channel conflict arises in sales environments where both direct sales teams and channel partners are active, and they end up competing for the same customers or deals. This friction can lead to lost revenue, reduced partner trust, and internal misalignment.

Types of Channel Conflict:

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• Vertical conflict: Between different levels — e.g., a direct sales team competing with a partner for the same deal.
• Horizontal conflict: Between partners at the same level — like two VARs targeting the same account or region.

To mitigate channel conflict, companies need clear rules of engagement, well-defined account ownership, and compensation structures that support collaboration.

Introw PRM includes built-in conflict detection — ensuring partner and sales teams are always aware of overlapping deals and can address issues early through CRM visibility.

Example:
A direct AE and a partner both pursue the same customer. With Introw, the partnership team is alerted automatically, reviews deal overlap in Salesforce, and works with both parties to resolve it before tension builds.

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