Steps to take in channel development

I often get the question what steps to take in channel development. Exactly 10 years ago I founded TELLUS International with the idea to help software vendors to establish their channel in the US. There are many reasons why I decided to start my own management consulting company, but the main reason to focus initially…

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US market entry and channel success is all about velocity

International channel success is all about velocity.  Let me explain what it means. If you want to enter a new markets with your solution and you do not have presence in the new market, you have to pay attention to things that you might not think about. Let’s assume that you want to enter US markets…

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Keep monitoring your business environment before you start losing customers

My recommendation to all of you is: Keep monitoring your business environment before you start losing customers. It is fascinating to be experiencing the dramatic shift in business environment/conditions in many business sectors. Many sectors in technology are moving towards commoditization and if the business in this sector does not react quickly enough, they will…

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