Posts Tagged ‘ market penetration ’

want an effective reseller channel? put yourself in the VAR’s shoes

Want to build a fierce reseller channel?  you need to put yourself in your VARs shoes, and build a plan that works for their business.

Here’s a nice dream: you come up with a killer idea for a great software product, spend a bunch of time and money building it, publish a few articles, and start calling up some VARs and telling them about your solution. They are so amazed and excited by your ingenious product that they line up to sign onto your VAR program, grab a demo kit and run out to their customer base selling your software like it was a Platinum Edition of the iPhone.  Then you wake up.  Yes, it was just a dream, and now you are  back in the real world where even you’re grandma won’t return your calls (and she works for a reseller) Continue reading

Market penetration, choosing the right vertical (or – joining Morpheous, Neo, and the rest of the enlightened)

Hopefully you are convinced that you need a strategy that includes starting with a vertical market niche that will help you take the whole market by storm.  Unless your name is Steve Jobs, this is the first stepping stone of any market penetration. Steve is in the position to make stuff with a coolness factor so high and he has branding so strong that he doesn’t need to do much except for announcing it.  If you think that your product announcement will have the same effect as his, you need to take the Redpill and join the liberated ones that are living in the real world fighting the sales & marketing battles against the agents (guess what movie I watched again last night?).  If you’re not convinced that you need a market niche to begin with, read this.

So what are the makings of a vertical market that you can dominate, and that can be your first stepping stone to conquering the universe? Continue reading