Talk:Sales
From Entrepedia: The Entrepreneurship Wiki
"Only go indirect when you know how to sell the product"
Dangerous advice for a start-up that hasn't build a customer base or volume sales.
Channels only ship product effectively when the people in the channel are motivated to do so. What's the motivation? Sales guys are driven by targets. Targets are more easily met by channel sellers focusing on already established "easy to sell" products.
If you are an early stage start-up without customers, sales and sales tools (the material channels expect you to have), don't bet your business on the channel guys making your commercial breakthrough's. Once you have got there, and understand your markets/customers and have the collateral to secure channel paertners, channels make sense.
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