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 […]
Is HP acquiring Palm a good idea?
To answer the question posed in the title, it definitely is if you’re Palm! A long time player and sometime innovator in the mobile device marketplace, Palm was rapidly losing steam, market share and relevancy in the hyper-competitive Smartphone market. The company had staked its future on its new WebOS software platform and the recently […]
Inside Sales versus Outside Sales in Software and Hardware Companies
There are many ways to deliver your software or hardware products to the market. For example, one and two-step distribution through third-party channels. Or, direct marketing/sales over the Internet, OEM relationships, and even retail for B2C and SMB tech products. There are many variations of these, as well as many other methods. One classic method […]
Integrating Sales & Marketing at Software and Hardware Companies
In some, but not all, tech companies the Sales and Marketing functions are managed separately. They are separate, but closely related functions that some people without a strong background in either function tend to confuse. Normally, a VP or Director is heading up the Marketing department, and another VP or Director leading the Sales staff. […]
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 […]
