Category Archive: Strategy

Apr 23

Commonly Used Definitions in the Software Industry Front Office – 4

In a context the Channel is the way you take (sell) your products and services to your customers. In the software industry the term Channel is often used to describe the situation where independent 3rd party companies resell the software vendor’s products to the final customer. This series of posts provides definitions for all the various …

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Apr 16

Commonly Used Definitions in the Software Industry Front Office – 3

In a context the Channel is the way you take (sell) your products and services to your customers. In the software industry the term Channel is often used to describe the situation where independent 3rd party companies resell the software vendor’s products to the final customer. This series of posts are providing definitions for all the …

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Apr 11

Cultural Differences and How to Maneuver Through Them

I am facing an interesting challenge. The Sabanci University in Istanbul has engaged me to deliver two workshops to Turkish software companies preparing for international expansion. The activity is an integrated part of the UR-GE program sponsored by the Turkish Ministry of Economy and The Turkish Export Council aimed at growing the Turkish economy to …

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Apr 09

Commonly Used Definitions in the Software Industry Front Office – 2

In a context the Channel is the way you take (sell) your products and services to your customers. In the software industry the term Channel is often used to describe the situation where independent 3rd party companies resell the software vendor’s products to the final customer. Download article as PDF

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Apr 02

Commonly Used Definitions in the Software Industry Front Office – 1

In a context the Channel is the way you take (sell) your products and services to your customers. Download article as PDF

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Mar 28

Is VoIP the Next Market for Facebook?

Facebook could add up to $800 million to its revenue by launching a Skype copy. By doing so, Facebook could disrupt the mobile industry even more. Download article as PDF

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Mar 26

Destination The Nordics: Small, but “beautiful.”

I help software companies grow. Through my consulting activities I am in touch with software companies from all over the world that have global growth ambitions. One of the issues, which is always on the agenda, is in which sequence we should enter the various foreign markets. Download article as PDF

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Mar 05

Channel Partner Recruitment in the Software Industry – 3

Please click here to read the first post and click here to read the second post in this series. This series of posts discuss the best approach for recruiting channel business partners in the software industry. Click here to read the first post. We focus on the most difficult scenario where the software vendor has neither …

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Mar 03

Eating My Own Dog Food – My Experiences of Using a Consultant

For the third time in three years I’ve just paid for a consultant to do something for me. I’ve been a consultant for over 17 years  – why would I use another consultant? Download article as PDF

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Feb 12

Channel Partner Recruitment in the Software Industry – 1

The word “channel” is traditionally used in the software industry to describe independent companies that assume various roles and obligations in bringing a software product to the customers.  The definition is rather broad, since the roles and obligations can vary substantially from “simple” reselling to system integration, solution development on top of the software, implementation …

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