An unconventional approach to starting and building an indirect sales force

1. KWOTAS
Ecosystem Development Model
An unconventional approach to starting
and building an indirect sales force

2. Identity
• Build an ecosystem, not a channel
• Operate as a business, not a project
• It’s about them, not us
• “Emotional Signature”

3. Design
• Become a curator of an audience
• Embrace consumerization & personal branding
• Relationships vs. Accounts
• Intelligence moves to the edges of the network
• “Incentivization” and game theory
• Springboards, not checkpoints

4. Implementation
• Scalability matters here too
• Transparency in all directions
• 2nd and 3rd level perspectives
• The Law of Non-Contradiction &
Competitiveness
• Lean & Distributed workload

5. Output/Results
• Capture organizational mindshare
• Ecosystem = competitive advantage
• Everybody is the center of attention
• Increased revenue at higher margins
• Greater reach with fewer resources