Direct vs channel sales. Alternative or combination?

Direct vs Channel Sales. Is is real alternative or one can combine the scheme successfully. We discuss today about choosing optimal sales approach in the new regions.

One of the strategic decision while entering to the new region is whether to establish a real office in the new country or rely completely on sales partners (dealers, resellers, distributors)? Among the obvious benefits of the own office are – transparency, easier management (…but still do not forget a cultural differences), direct control opportunity, appreciation from clients and partners in the region. But on the other hands we will get – costs, time-to-establish and time-to-market, paper-works due to local legislation and custom specialities. We will be glad to discuss with your our years of experience with both options and its different combinations which might be used in Russia, China, Europe, UAE…

We will continue soon… or contact us to discuss more

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