The Holy Grail for many software and hardware companies–especially the early stage type– is the big deal. Everyone is looking for the big deal, the one that will fund the company’s early activities, provide market credibility and momentum in the marketplace. Of course, if all goes well there can be nothing better. Many times the […]
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’m going to look at another “holy grail” channel that is often misunderstood and misused: The Hardware & Software OEM Channel. This channel can pay big dividends, […]
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 […]
