Forbes reports that by 2020, there will be more than 6 million inside and outside sales reps in North America alone. Staggering for sure, but consider this. If you sell through indirect channels, many of these are really “sales reps in the wilderness” as they don’t work for you. They work for your distributors, VARs, MSPs and integrators. So how do you reach indirect sales reps with the right value proposition so they sell your solutions over a competitor’s?