Archive for the ‘Sales and Channel Operations’ Category
September 3, 2010 – 1:30 pm by
Sanjay Shitole
Most leading high-tech organizations are known in the marketplace as the pioneers who bring new ideas and innovations to both corporate customers and main-street consumers. In spite of the global recession and slowdowns in venture capital funding, there have been a fair number of new innovations brought to customers’ doorsteps ...
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July 13, 2010 – 10:47 am by
Rajiv Jhurani
In order to begin the discussion of direct and indirect distribution, let’s review the business definition of distribution channels. Distribution channels are defined as the:
“Path or 'pipeline' through which goods and services flow in one direction (from vendor to the consumer), and the payments generated by them which flow in ...
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March 26, 2010 – 12:20 pm by
Gopinath MR
Over the last few years, social networking websites like Facebook and Twitter have changed the way people communicate over the Internet. Social networking has influenced not only individuals’ day-to-day activities, but also how the Internet is leveraged in business context. Organizations are exploring ways to leverage social media capabilities to ...
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May 29, 2009 – 1:18 pm by
Jason Shamas
During these difficult economic times, companies are facing the challenge of balancing two competing goals: minimizing costs while encouraging revenue growth. Nowhere is this challenge more apparent than within a company’s sales organization. It is responsible for of maximizing revenue in an environment in which customers are aggressively reducing expenditures ...
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April 30, 2009 – 3:21 pm by
Jhanvi Vyas
The global economy has taken a dramatic turn for the worse. With limited credit availability in the market and operational performance under pressure, many businesses are seeking to optimize performance on their balance sheets. Having an effective, focused, and operationally sound sales planning cycle is critical for any company to ...
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November 26, 2008 – 2:13 pm by
Anthony DeLuca
Globalization, market maturation, new customer segments and increased competition are forcing high tech companies to expand into new markets. Often, these evolving market expansions demand innovative go-to-market strategies that compel channel management teams to develop new operational competencies. High tech companies have utilized the Original Equipment Manufacturer (OEM) model to ...
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August 11, 2008 – 1:52 pm by
Sanjay Shitole
As companies within the high tech industry mature and increase their reach by introducing innovative products and services, entering emerging markets, and continuing to explore alternative channels, it has become increasingly critical that they have a 360-degree view of their customers in order to be successful. Especially in matured markets ...
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May 5, 2008 – 3:39 pm by
Alex Saghatelian
With the marketplace convergence of hardware, software, and service offerings and the competitive pressures associated with globalization, many high tech companies’ key global customers are buying bundled technology solutions to address business challenges and enable global business opportunities. In this environment, high tech companies face the challenge of optimizing their ...
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April 10, 2008 – 5:39 pm by
Alex Saghatelian
High tech companies face continuous price pressures associated with technology innovation that lead to shortened product lifecycles. Couple these product lifecycle pressures with company lifecycle pressures, and maturing high tech companies face the challenge of sustaining or improving sales growth rates with less than optimal margins and overall profitability erosion. ...
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