The enterprise community space is definitely hotting up with many organizations looking at linking up their partners and channel customers online in the form of communities or social networks. A simple but structured strategy is needed to make sure we understand what we as principal companies want out of this, and also how the channel can benefit from these communities.Continue reading
Channel Events: An affinity exercise or an opportunity to train?
Most large to mid size companies that market and sell their products through channel/ dealers would maintain a dealer/ channel meet calendar. It could vary in frequency depending on size of their business contribution and number of channel partners attending as well. Having channel events can have strategic objectives that impact business.Continue reading
Published in The Economic Times in the HardSell Column on the 14th August 1999 WHEN THE CHIPS ARE DOWN, ADD-ON SALES IS THE ONLY WAY TO SMART COMPUTER RETAILING In an industry where retailers are continuously under pressure for lower pricing by both the consumer and the competition, the value of an average sale has taken on greater importance in retailing business. It’s not what you sell, but what youContinue reading
Welcome to the boomtime rap
Published in ‘The Economic Times’ and ‘ The education times’ on 19th June 2000 AS COMPETITION hots up companies have realized the need to concentrate on core competencies. Corporate houses are now leaving unrelated activities to specialized organizations. This practice has created a market for outsourcing IT-enabled services. IT-enabled services are IT-based, decision-enabling and deliver services from a remote base through high-speed telecom links. India is emerging as a preferredContinue reading