Marketing and selling any kind of product is hard; anyone that thinks otherwise almost certainly hasn’t ever tried to sell or market anything. To a certain extent, selling is selling. There are some common threads that are important no matter what you’re selling: listening more than talking, focus on solving the prospect’s problems rather than […]
Business Models in the SMB Market
The SMB market is often a popular topic for hardware and software companies. Of course, first and foremost everyone wants to sell to the Enterprise market. But as a result, competition is fierce and standards are very high for these select large companies. If you get to the Enterprise market early with an innovation that […]
Is It Time to Sell Your Hardware or Software Company?
Cashing out–this is the point that most, if not all, technology entrepreneurs aspire to reach. They dream of their exit strategy: selling their company and laying on a beach somewhere; a colorful drink with the requisite tiny umbrella cooling in their hand. There are a few of you out there that have NO exit strategy […]
Selling Through OEMS
I’ve previously discussed selling through VARs as a distribution channel strongly favored (maybe a bit too much!) by many early stage technology and software companies. In this article I’m going to look at another “holy grail” channel that is often misunderstood and misused: The Hardware & Software OEM Channel. This channel can pay big dividends, […]
