New Zealand ISV Blog

Information and discussion for New Zealand software businesses and innovators.

Plan To Succeed - Going Through Channels

Plan To Succeed - Going Through Channels

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Why Resellers Don't Sell 

 

Properly structured and supported, indirect channel are often the fastest, most cost-effective way for a company to scale its business overseas.  But, the fact is – most resellers don’t sell.  And the reason they don’t sell has much more to do with you than your technology, the marketplace or the reseller’s business.

 

The prospects of partnering with international resellers and gaining access to new markets is an exciting one for any company.   It can be quite gratifying to have someone from another country share your vision and be willing to make the commitments and investments needed to help expand your business in areas where you don’t have the time and/or resources to establish a direct presence. 

 

Signing contracts with resellers is easy – getting them to actually sell and support your product is more of a challenge

 

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