A question that often arises with 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 or OEM partners?” The answer, like most topics discussed in this forum, is rarely as simple or straightforward 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
Forming Partnerships, or Strategic Alliances, is one of the key elements that make up the business development function in technology companies. I believe that alliances are underutilized in many ways. Conceived and executed properly, alliances can greatly extend each of the partner companies reach in the marketplace. VARIOUS AND SUNDRY PARTNERSHIPS There are many […]
US Government Sales & Marketing
What’s the difference between US Government sales and selling to the Commercial market? It’s like night and day. Sales and Marketing to the government is truly the flip side of those functions in commercial activities. You really can’t believe how different these markets are–until you’ve actually come from one side–and tried to go over to […]
International Distribution of Software Products
Have your ever heard (or thought) the following? “We’re a startup software company. We’ll attack our home market first, then think about international software distribution later.” Wrong answer! (In a lot cases, anyway). I work with a lot of startups and I hear the above all too often, especially when the founder or CEO comes […]
