How Proper Channel Management Supports International Growth

Posted by Seth Jacobsen on Nov 22, 2016 10:10:00 AM

There is a world of business opportunity out there, and it's available to more than just the large entities traditionally thought of as multinationals.   Emerging markets are developing at a rate that provides plenty of opportunity for companies of all sizes to capitalize on this growth.

Of course, there's competition aplenty as well, and not just from American interests.  Russian and Chinese corporations are particularly interested in these emerging markets, along with plenty of smaller players.  The victors will be those who can build the strongest local ties backed by effective channel management support teams and systems.

Topics: channel management, international expansion

The Industrial Marketing World Is About to Get Ugly - That's Good News

Posted by Ed Marsh on Jan 29, 2016 9:00:00 AM

What happens when trends are mutually reinforcing?

Three items this month all seemed to line up around the challenges and opportunity for industrial manufacturers.

Economic Environment

First, (and quickly) from the finance world.  John Mauldin recently featured Lacy Hunt in his Outside the Box article. (follow @JohnFMauldin) Industrial production has stalled and utilization is falling. That's aggravated by the fact that monetary policy has provided implicit insurance against risk in financial assets without corresponding insurance for investment in capital equipment and manufacturing. The misallocation of resources that's developed over the last several years likely can't be quickly or painlessly corrected - especially as the yield curve flattens and the dollar strengthens.

 

Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

The BIG Risks of Delegating Small Digital Marketing Tasks

Posted by Ed Marsh on Dec 18, 2015 11:10:00 AM

Imagine you got a call one day.  An invitation to address a plenary session of a trade associations largest annual gathering.  "You are so well respected in this industry, and have so many years of unique and valuable expertise, we would love for you to join us to share your insights."

Pretty exciting right?  You've earned it.  And the first thing you'll do when you hang up the phone is call one of the junior folks in your office and hand it to them.  Tell them to pick the topic, plan the key points and drop it into PowerPoint.  Right?  After all the key thing here is the presentation technology.  That's what will make or break this potentially significant speech and put your company on the national map.

What?  You'd want to pick the topic yourself?  First you'd research who would be in the audience?  Then you'd want to think about it for several days and make some notes?  Later you'd select a topic that you knew would resonate with attendees?  Oh, and then you'd call a couple folks to confirm your ideas before you start to work on an outline over several days or weeks? And only then draft your remarks?  Later edit them to capture the points that you know from your audience research will make your presentation really impactful or attendees?  And only then had it off to someone to prepare the PowerPoint.


Topics: Channel Software, emerging growth sales, Increase Channel Sales, digital marketing, international expansion, global distribution

Cloud Computing, Due Diligence, Global Sales and More

Posted by Ed Marsh on Dec 4, 2015 3:30:00 PM

Everyone loves the cloud.  What's not to love.  No more server banks in the office; no more decisions on software upgrades (does it really offer enough to justify?) and annual maintenance contracts; access to centralized data...no matter where or when you are; and no more fretting about how long you and your team will be shutdown when you apply the "simple update."

Cloud computing and SaaS have simplified many business IT considerations.  And for companies with global sales and virtual/remote teams the opportunity to collaborate across time zones and teams is incredible.

But there are risks lurking at the intersection of SaaS/cloud computing and global sales of which companies should be cognizant.


Topics: Channel Software, emerging growth sales, Increase Channel Sales, international expansion, global distribution

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