Channel Partners

FAL 2016

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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COVER STORY disagree." However in companies with more than 249 employees, that number doubled, to 12%. "I meet regularly with our executive staff to develop new operational and sales strategies and my contributions are well received, respected and often implemented," said one respondent. From another: "A lot of advance- ment opportunities. Promotions. Incentives. Career path being created. Great feedback and reinforce- ment." Seems like sound advice. Both women and men feel respected by roughly the same percentages, as do all age groups; however education plays a role. Respondents with advanced degrees (master's or doctorate) felt the most respected — 86% agree or strongly agree — compared with those with bachelor's degrees (71%) or associate's degree or less (75%). � � In your current position, do you feel valued? In your current position, do you feel respected? � � Strongly Agree Strongly Agree Agree Agree Neither Agree nor Disagree Neither Agree nor Disagree Disagree Disagree Strongly Disagree Strongly Disagree 5.9 % 5.1 % 17.6 % 18.4 % 54.1 % 57.6 % 21.6 % 18.4 % .8 % .4 % AGREE OR STRONGLY AGREE THAT THEY FEEL VALUED WITHIN THEIR ORGANIZATIONS. GENDER AND AGE MATTER — MAYBE NOT THE WAY YOU EXPECT BY SHERRY HUBBARD-BEDNASZ Gender pay disparity is apparent in reported salaries. We want to thank Women in the Channel, which encouraged its members to take part in this survey, and note that there is some cause for optimism. While men make an average of 24% more than women in reported 2016 salaries, that's not the whole picture, as we'll discuss. When looking at the distribution of salaries, men and women are more aligned at the high end of the salary spectrum, above $100,000. Still, almost twice as many women compared with men fall in the lowest pay range, making $60,000 or less. One possibility is that women are concentrated in more administra- tive roles, which may pay less than technical slots even though the channel model demands business management skills. "I process all marketing development funding, so I know all guidelines and audit processes to obtain the funding from the VARs," says one female respondent. "I report within accounting, so I feel limited on advancement and salary." When looking at both gender and age, men 40 or older have higher salaries on average compared with women 40 or older. Here, men make an average of 40% more than their female counterparts. Measures are mixed for men and women younger than 40, though. While women show a higher average salary than their male counterparts, the same does not hold for median. This means extreme values are MEN 40 OR OLDER MAKE AN AVERAGE OF 40% MORE THAN THEIR FEMALE COUNTERPARTS.* 76% Men Women $130,128 $96,000 $104,947 $85,500 2016 Average Salary 2016 Median Salary >$150K $101-150K $61-$100K $0-$60K 24.5% 20.3% 25.2% 23.2% 33.8% 23.2% 16.6% 33.3% 2016 Average Salary Pay Range 2016 Median Salary 14 CHANNEL PARTNERS FALL 2016 Data: Channel Partners and 451 Research Data: Channel Partners and 451 Research Data: Channel Partners and 451 Research Data: Channel Partners and 451 Research

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