Without the necessary preparation based on a qualified design and coordinated implementation of the distribution channels a sale of IT projects or complex services is very difficult. Extremely important is the qualified and strong-closing sales staff, because only the one who can close is also successful. Even more as the sales cycle for these solutions and services is usually longer than for over the counter products. In this environment, it is extremely important to know the customer and the existing relationships to deal with them effectively. It is crucial to consider their internal company structures, as well as corporate structures to make sure not to be caught before stepping over the finish line. To support an efficient processing of the accounts the used CRM tool is indispensable.