Selling through sales and distribution channels of various types is very important to many software and hardware companies. Yet channel programs, specifically channel discount structures, are often thrown together quickly and haphazardly. Usually without looking at any real hard data. Let’s examine some of the key items that are advisable to consider when structuring a […]
Trade Shows for Software & Technology Firms – Do They Still Make Sense?
Let’s talk about what for a lot of folks is a marketing method from a bygone era. I’m referring to the Trade Show, or Trade Fair as they’re called in most places outside of the US. At one point long ago, Trade Shows were a staple in almost every tech company’s marketing budget. Shows like […]
Negotiating and Working with Large Technology OEM Partners
The Holy Grail for many software and hardware companies, especially the early stage type, is the big deal. Everyone is looking for a big deal. Especially for startups, the deal that will fund the company’s early activities, provides market credibility and momentum in the marketplace. Of course, if all goes well there can be nothing […]
Channel Pricing Strategy for Software and Hardware Products
Pricing software products and SaaS offerings is always a difficult exercise. With high product development costs, but very low costs of goods sold, there are many different pricing strategies that people have followed successfully (and not so successfully!) over time. Somewhat surprisingly, pricing hardware products is a bit simpler. A hardware business is much more […]
Selling Through OEMs
I’ve previously discussed selling through VARs as a distribution channel strongly favored (maybe a bit too much!) by many early-stage technology and software companies. In this article, I will look at another “holy grail” channel that is often misunderstood and misused: The Hardware & Software OEM Channel. This channel can pay big dividends. But more […]
