In my consulting practice I do a lot of work with software and hardware companies in area of channel development. One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force. Of course, my colleagues in […]
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 […]
