Most businesses look to partnerships as a way to scale-up fast and test new sales models. This is especially the case when they want to access new markets, leverage a skilled sales force or achieve synergies. However, when two strong parties start promising discussions, they often break up in spite of the obvious potential for collaboration. Worse,
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When you speak to European start-up founders, you often hear that they are contemplating a progressive expansion plan, that takes them progressively from their home market to bigger and more competitive landscapes in Europe, such as the UK and Germany. This has been the conventional approach so far: validate your concept in Europe then go
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The results of the latest SaaS survey run by David Skok’s KBCM Technology Group are now out! I have found this work incredibly useful to benchmark SaaS operations and figure out best practices, performance and KPIs. I strongly recommend to those interested in SaaS to check out these two detailed posts on David Skok’s blog,
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Online marketplaces have become an integral part of our how we discover and buy goods and services, in an increasingly digital economy. The most successful ones such AirBnB, eBay and OpenTable to name a few, have achieved deep liquidity and powerful network effects that make them almost impossible to copy or displace. However, for every
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When a start-up reaches the point where its product is ready for commercial validation, the founding team quickly realises that its next priority is to get the right people in place to manage this delicate phase. Amidst the excitement and turbulence of this phase, the founders are aware they navigate uncharted waters. They know their sales model
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Once a start-up has established product-market fit and a scalable and repetitive sales model, it’s time to start thinking of how to accelerate revenue growth. Leveraging channel partners can be a great way of doing just that. When the timing is right, channel partners can enable a start-up to test new markets and find new
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Accelerate growth by leveraging channel partners, and find natural allies to complement your value proposition and help you win in the mainstream market. Successful tech companies regularly rely on indirect sales to generate a significant part of their revenue. It is unsurprising then to see start-ups eager to emulate the success of these larger players.
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