This is an age-old question facing software and hardware companies. In this article, we’ll examine the pros and cons of each common choice for your international expansion, including the specific conditions that should drive your decision process. These two basic options confront a tech company considering a foray outside of their home market: Set up […]
Selling SaaS through the VAR Channel
The move toward Software-as-a-Service (SaaS) has been the strongest trend in the software business in recent memory. It changed the software business model in several fundamental ways. For this article, I will assume the reader has a basic understanding of the SaaS business model. I’m also assuming a basic understanding of what a Value Added […]
Promoting Software and Hardware Products through the VAR Channel
Except for a few software and hardware vendors who sell super-expensive products to the largest enterprises, a large percentage of B2B tech companies use the Value Added Reseller (VAR) channel. Not all heavily but to one extent or another. So how do you best go about doing this successfully? Do you simply create a great […]
VARs vs. Retail Distribution in Technology Markets
There is always a lot of talk in the software and hardware industries about distribution through the “Channel”. Generically, that means selling through some type of a third-party reseller company, rather than selling directly to the end customer. But in reality, the “Channel” includes many disparate types of third-party resellers. Today we’ll look at when […]
Structuring a High Tech Sales Force
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, there is no exact road […]
