Rethink Commerce Blog

Posts Tagged ‘distribution channel’

Business of Software: How Vendors Can Leverage the Change in Software Distribution

Posted on April 25th, 2012 by
Indirect channels are clearly changing

While over 50% of software sales still sold through channels, traditional channel partners are diminishing and alternative e-channels are proliferating. This means on the one hand increased pressure on the traditional sales channels, putting more emphasis on results and partner loyalty and channel control – this translated into increasing pressure upon channel sales professionals. […]

2011 Was a Great Year. 2012 Will be Even Better.

Posted on December 31st, 2011 by

2011 – A year of tremendous expansion in how we serve our Software and SaaS customers

When I end a year, I like to take a moment to step back and appreciate what we accomplished.  2011 has been an incredibly exciting year for Avangate.

We launched our new Enterprise Edition Suite, expanded our overall service with close to 1.000 new features and enhancements, delivered new marketing and optimization services, and extended our global presence with new team members and offices, including our new North American headquarters in Redwood Shores, California.  All of this with the aim of helping our customers sell more software through any channel and any model. […]

Partner Relationship Management: Channeling Better Sales Results

Posted on December 8th, 2011 by

Indirect sales channels have always been attractive to companies seeking to augment their sales force, increase market share, remain competitive, and keep in-house employees focused on product development. The traditional downside was loss of insight into customers, fractured pipelines, missed opportunities, diluted branding, and market share cannibalism.

Contemporary technologies and best practices now allow companies to manage not only their partner relationships but partner operations as well, supporting them with proven go-to-market strategies that increase lead-to-win ratios. Will this technology remove the limitations on successful partner relationships? If so, how quickly will each side be willing to adopt? […]

How is the software channel coping with the crisis – Results

Posted on June 17th, 2009 by

Software Channel Survey Results – download now!

As you know, we’ve done a survey on how the crisis is impacting the channel distribution in the software industry. We’ve looked at the results and – although not statistically representative (survey conducted on the internet on a self-selected sample)-, they make an interesting reading, showing some trends and providing tips & solutions for channel challenges.
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Vendor involvement – key element in motivating affiliates

Posted on May 27th, 2009 by

What do affiliates mainly need? I think you’ll agree with me that this is a question with many possible responses. But, as you will see, there’s one thing it really matters to affiliates and that is the involvement of the software vendors.

In April 2009 we did our annual Avangate Affiliate Survey and we got interesting feedback from our affiliates. Here are the main conclusions that stand out from the survey from the publishers’ point of view:

  • The affiliates think that more discount coupons from the software vendors would help them sell more;
  • They find it rather difficult to cope with the fact that some of the software vendors aren’t more helpful – offering unattractive affiliate commissions, lack of marketing materials, no commissioning schemes to stimulate competition.

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When the going gets tough, the tough get going… international

Posted on April 10th, 2009 by

A recession is a good time to sit back and analyze your go to market strategy and, part of this, to think about going international, online or through a reseller network. You may be already selling internationally in same language markets/through a few reseller partners – now is a good time to expand. […]