Dell has been in the news recently, and like many big companies that have had a glitch in their performance, not in a good way. Slowing revenue growth, accounting scandals and customer service issues–you’ve heard it all before. By the way, where was the seminar that all big company managements attended, encouraging them to cut […]
Marketing and Selling Technology Products through the Value-Added Reseller (VAR) Channel
Selling through multiple channels is one of my preferred strategies in technology marketing. Done correctly, it allows a company to fully exploit its expensive, hard-earned intellectual property to the maximum extent. One of the most popular channels (and one of my favorites) used to sell B2B software and hardware is the Value-added Reseller or VAR […]
Technology Sales & Marketing-Is a direct or indirect approach best?
A question that often arises with early-stage software and hardware companies is “How should we sell our product? Should our technology sales approach be to sell directly, or should we sell through distributors, dealers/retailers, or OEM partners?” Best Technology Sales Method: It depends The answer, like most topics discussed in this forum, is rarely as […]
Channel Conflict
In my consulting practice I do a lot of work with software and hardware companies in area of channel development. One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force. Of course, my colleagues in […]
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 […]
