Bear with me on this one, as the title may leave you feeling a bit confused. But trust me, I will show you the connection! I like to check out one of the morning TV shows on one of the major US-based networks for a few minutes, as I’m eating my breakfast cereal. There are […]
How Soon Should Your Software or Hardware Company Go International?
This is a question that frankly doesn’t come up often enough at early-stage tech companies. There is usually an assumption that you first conquer your home market. Then sometimes WAY, WAY down the road when you are already flush and successful, it will be time for international market entry. US-based tech companies are most guilty […]
Structuring Channel Discounts for Software and Technology Companies
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 […]
Retail Distribution of Software Products
Selling software at retail at one point in time was the “Holy Grail” for consumer, home office and small office software suppliers. That’s where the volume was. Everything that a company did starting up was intended to build enough volume to get into a distributor, so they could then pursue shelf space at the major […]
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 […]
