What’s the difference between US Government sales versus selling to the Commercial market? It’s like night and day. Sales and Marketing to the government truly are the flip side of those functions in commercial activities. You really can’t believe how different government and commercial markets are, until you’ve actually come from one side–and tried to […]
Do High Tech Acquisitions Make Sense?
I was reading a while back about one of the many proposed tech acquisitions happening at any given time, a merger between two well known technology companies. Two very major technology companies, one making a comeback from bankruptcy and the other mired in a long slump, with several years of negative predictions about their business […]
BIG S, little m
Don’t worry; this isn’t going to be an article about Sado-Masochism! Well, come to think of it, that term may apply to what some founders and senior managers in software and hardware tech companies are doing to themselves and their companies. What I’m referring to is the VP who gets hired to manage both the […]
Engineers Hiring Sales Reps
The hiring of salespeople is often one of the most frustrating aspects of staffing a software or hardware company. In fact, it’s often viewed as a… Necessary Evil Particularly in the startup phase of a software or hardware company, the CEO and many of the senior management has often come from a technical (or at […]
Pricing High Tech Products
Pricing is always an interesting topic, but even more so in the Hardware and Software worlds. In the consumer products business, if there is a package of frozen peas from Green Giant priced at $3.99, you’re not likely to see someone else offering the same-size package of peas at $19.99. But it’s different for SaaS […]
