M-Files direct sales yields to reseller partners on shared prospects
Antti Nivala · This founder hit $90m ARR last week, took $30m secondary in last round for Document Management SaaS · Dec 18, 2022 · at 9:08
Antti Nivala, founder and CEO of M-Files, explains the company's rules of engagement when direct sales reps and channel partners overlap on prospective accounts.
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“We try to take upon the first approach. So if we are actually working on the same prospects, we would, Let's say, give way to the partner and rather support them in winning the deal.”
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More from Antti Nivala
M-Files allows reseller partners to independently set end-customer pricing
“We don't we don't enforce pricing to the customers. So our reseller partners would be free to price lower if they want to.”
M-Files minimizes channel conflict by separating direct and partner deal sizes
“Yeah. Generally. So that's probably also why we don't have that much channel conflict because we don't necessarily compete for the same kind of deals.”
M-Files recently crossed $90 million in annual recurring revenue
“We're just above ninety million in, in ARR.”
M-Files active team declined secondary liquidity, leaving it for former employees
“None of us who stayed with the business were that interested in selling any, but yeah, it's a different thing if you've already left the business early on, like with our longer history that some people had left.”