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The buying process and the selling process, is there a difference?

Whether a buying or a selling process, both map out the steps taken to acquire a product/service. The difference is from which perspective do we see those steps; from the supplier’s or from the customer’s. Do you sell like your customers buy? If you don’t you are in trouble. Check out this short video.

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Which sales channels to use for startups? Part 3 of 3: OEM, when tech licensing makes sense

Licensing your technology to third parties, when done correctly, can make a lot of sense to a budding startup that has the right IP (intellectual property) and know-how but does not have the sales force to get the market traction it needs. In this post we will address some myths surrounding licensing and also some of the key factors that go on behind the scenes but have a paramount effect on your OEM success.

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Which sales channels to use for startups? Part 1: The golden rule!

This is a question I get asked often, “Should we sell through direct, go through the channel or maybe look at licensing our technology through OEM partners. The question rarely, if not ever, has a silver bullet answer. There are so many factors that need to be added in to qualify the question to get any type of relevant answer; …