A question that often arises with early-stage software and hardware companies is “How should we sell our product? Should our technology sales approach be to sell directly, or should we sell through distributors, dealers/retailers, or OEM partners?” Best Technology Sales Method: It depends The answer, like most topics discussed in this forum, is rarely as […]
High Tech PR
Among potential marketing mix ingredients of a software or hardware company, Tech PR, or Press Relations is high on my list. There’s a good reason for this. Often it is the most cost-effective tactic for lead generation, can build the company image, and help close more sales. Maybe best of all, it’s possible to do […]
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 […]
International Distribution of Software Products
Have you ever heard (or thought) the following? “We’re an early-stage software company. We’ll attack our home market first, then consider selling software internationally later.” Wrong answer! (In a lot of cases, anyway). I have worked with a lot of SaaS, infrastructure, and mobile software companies in my career and I hear something similar to […]
