Distributor is not a globally equal term

“Distributors need to transform” “Distributors are just box shifters” “Distributors just fulfill orders for 15% margin” “Distributors earn money just for being a middleman” All of these phrases we hear on a regular basis. Where are these sayings coming from? They are coming from the US market as well as people who only know the … Continue reading Distributor is not a globally equal term

How much of your channel process can you really “get away with” automating? 

With the entire world trying to automate everything through software, we ask the question, how much can you get away with automating?  As a human race, we are designed to be collaborative. From the early days of hunter gatherers to the modern ways of working in project environments, everything is driven by people and groups of … Continue reading How much of your channel process can you really “get away with” automating? 

Onboarding your first distributor – A recipe for success

So you’ve decided it’s a good time to partner with companies to scale your company. What is the process you are going to use to onboard the distributor or partner? We are going to lay out the process that we have used forever and makes the whole evolution as simple as possible. Finding distributors There … Continue reading Onboarding your first distributor – A recipe for success

3% corporation tax for tech companies in this country! – But is it worth it? A look at another country being hidden from the rest of the world

We’ve all heard of Kaspersky, a lot of us have heard of Abbyy and even some will know Dr Web. All of these companies are large Russian companies that have gone global. Kaspersky are strong players in the anti virus sector, Abbyy are strong in the OCR solutions and Dr Web was the first anti … Continue reading 3% corporation tax for tech companies in this country! – But is it worth it? A look at another country being hidden from the rest of the world

To channel or not to channel

Why should I sell through partners? Can our product be sold by partners? Why would a partner sell our products? 75% of global business is conducted via 3rd parties as opposed to direct. That’s to say that there is a high chance that if you have a product OR service to sell that it can … Continue reading To channel or not to channel

Understanding channel models and structures

With 75% of business being conducted indirectly, it is a good idea to understand the channel structure and how this can fit into your company. We speak with vendors everyday that are in the process of moving into channel sales and need an explanation of how it all works so we are producing this educational … Continue reading Understanding channel models and structures

If Pablo Escobar had sold software!

It recently dawned on me that the world of software sales is eerily comparable to the underground world of the international narcotic trade.  They are parallel markets with much of the same structure and progression into methods of sales and distribution.  Back in the mid 80’s, Pablo Escobar was a rising figure in the world … Continue reading If Pablo Escobar had sold software!