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 […]
Technology Sales & Marketing-Is a direct or indirect approach best?
A question that often arises with 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 or OEM partners?” The answer, like most topics discussed in this forum, is rarely as simple or straightforward as […]
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 companies are doing to themselves and their companies. What I’m referring to is the VP who gets hired to manage both the Sales […]
