This is an age-old question facing software and hardware companies. In this article we’ll examine the pros and cons, as well as the specific conditions that should drive your decision process. Two basic options confront a tech company considering a foray outside of their home market: Set up your own subsidiary, hiring your own employees […]
How Soon Should Your Software or Hardware Company Go International?
This is a question that frankly doesn’t come up often enough at early stage tech companies. There is usually an assumption that you first conquer your home market and then sometime WAY down the road when you are already flush and successful, it will be time to expand internationally. US-based tech companies are most guilty […]
Selling SaaS through the VAR Channel
The move toward Software-as-a-Service (SaaS) has been the strongest trend in the software business in recent memory. It changes the software business model in a number of fundamental ways. For the purposes of this article, I’m assuming the reader has a basic understanding of the SaaS business model. I’m also going to assume a basic […]
Promoting Software and Hardware Products through the VAR Channel
With the exception of a few software and hardware vendors who sell super-expensive products to the largest enterprises, a large percentage of tech companies uses the Value Added Reseller (VAR) channel to one extent or another. So how do you best go about doing this successfully? Create a great product, throw it to the channel, […]
VAR vs. Retail Distribution in Software and Technology Markets
There is always a lot of talk in the software and hardware industries about distribution through the “Channel”. Generically that means selling through some type of a third party company, rather than selling directly to the end customer. But in reality the “Channel” includes a wide variety of disparate types of third party resellers. Today […]
