Topic | "Channel Strategy"

Are you selling an Oven or a Cake?

By Subraya Mallya

An oven, no matter how good it is can just be a shiny object. Its value is realized only based on the cake that comes out of that oven. The cake in turn is dependent on the recipe, the ingredients you use and how you cook the cake. A cake bought from a bakery, on […]

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Channel Strategy for a early stage software company

By Subraya Mallya

Channels have long been a staple of software sales.  To meet the global and industry specific needs, software companies have relied on channels to reach the elusive customers. As luck would have it, I was involved in two instances, last week, where a channel strategy was being adopted as a predominant sales strategy, albeit in […]

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