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 […]
