Zeev's Turnips Patch-No Politics (ZEEV)

[RSegal]

Zeev,

I've just started visiting your site recently and have found it very useful.

I agree with your last INVN post. However, the practice of exploiting one's distribution channels is harder than the theory. As a distribution strategy consultant, I would note that moving from selling through a few, large integrators, such as Boeing, to the(quasi)government market is vastly different than selling through tens or hundreds of smaller security distributor/integrators into commercial markets such as office buildings.

Still, I agree with you that experience with any outside distribution channels (as opposed to only selling via a direct salesforce) is a step in the right direction. INVN will need to establish a professional channel marketing department, vertical/industry marketing professionals, channel-savvy sales reps and a policy for managing inevitable channel conflicts.

Hope this is helpful.

--Bob