What I’d Do Today: Lessons from a Direct Selling Leader Turned Software Maker 

When I look back on my time as a distributor and direct selling leader for a company that grew to hundreds of millions in annual revenue, I realize how much has changed. We worked hard, built our teams person by person, and celebrated every milestone. But the technology we had then felt like an afterthought. When I see how far technology has come, I have to chuckle. When I built my team in the early 2000s, my “visual tree” was on five huge whiteboards in my living room. Things have definitely improved. 

Today, after spending years building software for direct selling companies, I see things from a different perspective. My mission is to help direct selling companies get the right technology so they can focus on what matters most: their products and their people. 

If I were a direct selling leader today, these are the technology decisions I would make. 

My First Priority: The Distributor and Customer Experience 

First, my software decisions would begin and end with one question: how does this support our people? Technology should not get in the way of authentic interactions. It should empower them. 

I would start with a proven system I knew would scale, no matter how fast we grew. I would never risk starting with an unproven platform and losing momentum because we had to switch. I’d only develop custom elements that give my company a competitive edge in the distributor experience, and I’d use the money I saved to hire more people to focus on developing better products and improving the experience for distributors and customers such as events, promotions, and personal development. 

Your technology is the foundation for everything else. Without a solid foundation, you can’t build. A common challenge is companies outgrowing their systems. What worked for a few hundred distributors falls apart with thousands. This leads to bigger problems like high turnover rates, which can often be traced back to poor support systems. A survey by the Direct Selling Association showed that 84% of direct selling companies report that digital transformation is a “mission critical” or “significant” priority. Your software should be a launchpad, not a roadblock. 

Never Build an In-House Commission Engine 

Few things erode trust faster than mistakes with people’s money. Inaccurate commission management is a serious pain point. When a compensation plan is complex and the software can’t process it quickly or handle it with 100% accuracy, distributors lose faith. The effort they put into building their business feels wasted when their payout is wrong, or even when they believe that its wrong due to lack of visibility. 

There was a time when large companies had to build their own commission engines out of necessity. Those days are gone. Instead, I’d buy direct selling software like Exigo because I know it can process commissions faster, more accurately, and with fewer resources than any in-house solution. For large enterprises, the speed difference is astounding versus in-house systems. It is also more efficient and cost-effective to manage, and it ensures you are not held hostage by your legacy code or technology team. 

A Focus on Modern Commerce and Apps 

Today’s customers and distributors expect a modern online experience. I would make sure my e-commerce system was elegant and easy for both customer purchases and distributor enrollment. It needs to match the best online experiences available today. 

I’d leverage AI for product suggestions and offer ultra-flexible autoship and order continuity functionality. A customer should be able to start an order whenever they want, choose any frequency, and change or cancel it with simplicity. 

I would have one technology ecosystem for my independent distributors. Its focus would be on prospecting, sharing, and managing contacts in a way that allows the distributor to express their individual preferences and tell their personal brand story. This tool would also include a mobile app with the most important dashboard elements from the back office. By keeping it simple, you show a real commitment to the distributor experience. I would also use AI to help distributors create personalized content for sharing, and I’d impress upon them how important the personal touch and relationship-building matter when growing a business. 

The Power of Data in the Back Office 

I wouldn’t skimp on creating simple, meaningful views for independent sellers to see all of their data, commissions, and prospecting effectiveness on a killer, results-focused dashboard. I would include leading indicator tracking to help predict growth and rank advancements, like social connections, link sharing, and meetings. AI would help personalize the next steps to grow and optimize earnings. The back office experience would be personalized based on where the distributor is in their journey and what their personal goals are. And, I’d make communication with a rep’s team and customers unified and simple. 

Corporate Reporting That Drives Decisions 

My corporate team would have access to all relevant data points, visualized in a way that makes it easy to see trends and make excellent decisions. I’d track the macro trends of all distributor data points, including leading indicators, and display those visually. Having industry benchmarks available to my team would give us real data to compare ourselves to. I’d then focus my team on using all of this information to find new ways to improve the distributor and customer experience, connecting them more deeply with our brand. 

The Exigo Answer 

At Exigo, we built our platform for companies that are tired of being held back by their software. With a proven record supporting some of the largest companies in the industry, we know what it takes to manage millions of distributors and billions in sales. 

We give you the tools to create a custom experience that builds trust and helps your distributors succeed. From accurate commissions and exclusive data insights, to a modern e-commerce solution, we handle the complexities so you can manage your business, grow your revenue, and support your people. 

Your technology shouldn’t be a source of stress. It should be a source of strength. When your software works for you, your distributors can focus on what they do best: sharing great products and building strong relationships. The right platform gives you the power to run your business with confidence, know your business deeply, and grow your teams and markets quickly. 

Ready to see how it works? Book a personalized demo with our team.