So now that we will update channel economics for direct sales,

Obviously, direct that would be a direct sales force number 4.

licensing and intermediation and direct sales, etc.

In a physical channel, a direct sales force are sales people that work for you directly and typically sell directly to the end user.

And their sales channel was going to be websites or stadium shops or ticket websites or direct mail.

And their sales channel were going to be websites or stadium shops or ticket websites or direct mail.

For direct sales though, this is the anomaly.

How many can I reach with my sales channel?

VARs, a lot of integration and support. Direct sales, that's direct connection to your factory.

So let's take a look at a direct sales example.

If you could do in physical channels, telesales or inside sales versus having a direct sales force,

It affects your sales model. Are you going to hire direct sales? When do you hire them?

If you have your own direct sales people, do the math.

And their channels, when they said web sales, trade shows, and direct sales, you know, in hindsight, looked pretty unrealistic.

We need a direct sales force, or Gee, we have the wrong partners.

Here are four examples of distribution channels system integrator, dealer, web, direct sales.

So, you're selling costs were embedded here, this was the commission or direct sales costs or whatever you were paying your direct sales people and you made 37 selling directly.

So when we look at a sales channel, we talk about what's called value added.

Sales tripled.

In sales.

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You are going to start thinking about, well, if I have a direct sales force, how much can they sell in dollars, or if I'm using an indirect channel, what's realistic number they sell for other customers?

Sales were up.

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