A sometimes controversial topic within software and hardware companies is how to best compensate the tech sales force. How much is required? How much is too much? What’s the best mix of salary and incentive comp? If you’ve read anything I’ve written before, you’ll find my next comment very familiar: It all depends on your […]
Inside Sales versus Outside Sales in Software and Hardware Companies
There are many ways to deliver your software or hardware products to the market. For example, one and two-step distribution through third-party channels. Or, direct marketing/sales over the Internet, OEM relationships, and even retail for B2C and SMB tech products. There are many variations of these, as well as many other methods. One classic method […]
Structuring a High Tech Sales Force
There are many ways to organize a sales force for a software or hardware company. In my opinion, there is no one “right” way. There is only the BEST way for the unique circumstances of your current company. Like most aspects of developing a technology-based company, there are guidelines. But, there is no exact road […]
Business Models in the SMB Market
The SMB market is often a popular topic for hardware and software companies. Of course, first and foremost everyone wants to sell to the Enterprise market. But as a result, competition is fierce and standards are very high for these select large companies. If you get to the Enterprise market early with an innovation that […]
