Your product is a crucial part of your business model, but there are other building blocks that are just as important.
Using an indirect go-to-market approach means finding, recruiting and managing independent companies that find, win, make, keep and grow happy customers providing solutions with our product as a core component.
What made Dataco so incredibly successful? How could we launch a complete LAN/WAN product line and achieve global coverage in less than two years and reach a position to sell the entire company in just four years? Some of the “unfair” advantages of coming from a small country with its own language are: You are forced to speak foreign languages, You are forced to look beyond your own borders for business growth, and You don’t…
Using a channel of independent companies to resell, implement and/or service your customers has a long tradition in the history of the software industry. For some software companies the channel has been a major contributor to global success, but for most software companies making it work is a constant struggle.