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.
A question we are asked often asked at Market Driven Products is does our company really need to hire a product marketer – product marketing manager? Could the product manager and the marketing team not cover this between them…with a little help from sales perhaps? So what does a PMM really do?
Which brings us to security. For better or for worse, be it right or be it wrong, security vendor’s pigeon hole customers into a don’t lose mentality, seldom into a win frame of mind. The focus has been very much on FUD (fear doubt and uncertainty), through the years and continue to be so in the great majority of cases.
If you have tech that could possibly generate traction in a variety of channels and there are resources to promote and sell effectively through all of them then you should go for it. In part 2 of a 3-part series we will focus more on the indirect channel but we’ll also ask some hard questions that need to be asked …