A very controversial topic within many 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 […]
Inside TeleSales versus Outside Sales in Software and Hardware Companies
There are many ways to deliver your software and hardware products to the market. For example, one and two step distribution through third party channels, direct marketing/sales over the Internet, OEM relationships, even retail for B2C products and many variations of these, as well as many other methods. One classic method of delivering products to […]
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 no exact road map to […]
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 […]
