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Selling and Marketing Software Through the VAR Channel: Morettini on Management Video Series
Creating a Distribution Channel Where One Doesn’t Exist
One of the least well-understood activities in growing a hardware or software business is the building of distribution channels. This looks very easy to the uninitiated. But in reality, it’s extremely difficult. Many subtleties are far from obvious and some aspects that are necessary for success are downright counter-intuitive. Building a distribution channel strategy for […]
The Rise and Fall of Novell
Once again one of the great brand names of High Tech has been prominently in the news, this one for it’s demise as a standalone company. This time it’s Novell, Inc. Attachmate announced that it had closed its purchase of Novell, which becomes a brand of Attachmate. The price was $2.2B–not chicken feed, but much […]
International Expansion: Should a Tech Company Partner or Invest?
This is an age-old question facing software and hardware companies. In this article, we’ll examine the pros and cons of each common choice for your international expansion, including the specific conditions that should drive your decision process. These two basic options confront a tech company considering a foray outside of their home market: Set up […]
