The two main information technology channel challenges for 2016
Your product is a crucial part of your business model, but there are other building blocks that are just as important....
This formula will make your channel partners successful
P&L issues are the responsibility of CEOs and business unit managers and will require that we speak business management “language.”...
The differences between the direct and the indirect go to market approaches
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....
Going Global on a Shoestring – The Start
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...
Selling software through a channel
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...
