Question

Topic: Strategy

Solution (hardware And Software) Direct Sales Growth Model

Posted by vendorvoicemedia on 4/12/2009 at 12:12 PM ET 250 Points
first some background:
$100M revenue, well respected technical market leader in delivering best in class products has been profitable since inception 20 years ago. Best known brand recognition from our first product, so name brand often pidgeonholes us into dismissal for purchase comparison only because customer is not aware that we offer better solution than competition which is much bigger company with much larger direct sales force.

My particular market is to system integrators like Lockheed, Northrop, BAH, L3, SAIC, BAE, Boeing, etc
And I would like advise on how to best approach these companies such that we can setup pricing or reseller or OEM of our full portfolio so that we can leverage them as sales force multipliers for the literally hundreds to thousands of IT datacenter consolidation oppotrunirs these companies are collectively bidding.

I appreciate your responses and please leave your contact info if you are a commercial company that offers services that could help me.

Best regards,
Andy
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RESPONSES

  • Posted by vendorvoicemedia on 4/15/2009 at 10:19 PM Author
    Meant to say that customers not aware of our NEWER products, but we are making good traction. How do the big companies establish these corp agreements?
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