Tag: sales

Commission only?

– Why it doesn’t work and what you could do instead. I am assisting software companies with internationalisation.  What that comes down to is helping our clients acquire customers in a new market (bootstrapping), building a local presence (bridgehead) and heading for market dominance (scaling) [1]. Before jumping to...

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...