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Direct vs. Indirect: When Business Models CollidePublished by: IDC Published: Feb. 2, 2004 - 7 Pages Table of ContentsTable of Contents IDC Opinion In This Study Situation Overview The Dell Model Commoditization in Networking: A Key Difference Charting a Course for Your Channel Strategy How Large is the Total Available Market You're Trying to Reach? How New is the Technology? How Do Your Competitors Go to Market? What's the Real Level of Complexity? To What Extent Does this Product or Service Require a Larger, Integrated Solution? Is My Company Positioned to Deal with Distribution and Related Logistics? Establish clear Rules of Engagement Be Cautious with Direct/Indirect Transitions What Services Opportunities Factor into the Equation? Future Outlook Essential Guidance Learn More Related Research Synopsis AbstractThis IDC study explores issues around sales strategy development built upon either a direct sales model or an indirect sales model. The emphasis is on key elements that should factor into the decision, as well as tactics from moving from one model to the other. "The choice of a sales model is one of the most critical decisions dictating the ultimate success of any given product," said Ken Presti, research director of IDC's Network Channels and Alliances service. "The question is further complicated by the fact that the correct answer will slowly change over the course of time, as the product gains momentum in the market and becomes mature."Get Full Details About This Report >> |
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