I’ve previously discussed selling through VARs as a distribution channel strongly favored (maybe a bit too much!) by many early-stage technology and software companies. In this article, I will look at another “holy grail” channel that is often misunderstood and misused: The Hardware & Software OEM Channel. This channel can pay big dividends. But more […]
Should You License Your Technology?
When should you license your technology to other companies? This can be a complicated question since one of my core beliefs is “no one sells your product as well as you do.” So technology licensing is no simple topic. Depending upon your personal tendencies, there may be a bias toward holding everything you develop close […]
Partnering
Strategic partnering, also known as forming strategic alliances, is one of the key elements that make up the business development function in technology companies. I believe that strategic alliances and partnerships are underutilized in many ways. Conceived and executed properly, alliances can greatly extend the partner companies’ reach in the marketplace. VARIOUS AND SUNDRY […]
Do High Tech Acquisitions Make Sense?
I was reading a while back about one of the many proposed tech acquisitions happening at any given time, a merger between two well known technology companies. Two very major technology companies, one making a comeback from bankruptcy and the other mired in a long slump, with several years of negative predictions about their business […]
Engineers Hiring Sales Reps
The hiring of salespeople is often one of the most frustrating aspects of staffing a software or hardware company. In fact, it’s often viewed as a… Necessary Evil Particularly in the startup phase of a software or hardware company, the CEO and many of the senior management has often come from a technical (or at […]
