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A reader's question regarding how vendors should capture as much of their targeted markets as possible is answered. Most professional service companies' strategies do not regard other companies in their field as being potential customers in partnership or in a channel. That is increasingly...

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Bibliographic Details
Published in:CRN (Manhasset, N.Y.) N.Y.), 1996-04 (679), p.53
Main Author: Wayson, R Dennis
Format: Magazinearticle
Language:English
Subjects:
Alliances
Computer industry
Computers
Distribution channels
Service introduction
Software
Software industry
Target markets
Online Access:Get full text
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Summary:A reader's question regarding how vendors should capture as much of their targeted markets as possible is answered. Most professional service companies' strategies do not regard other companies in their field as being potential customers in partnership or in a channel. That is increasingly going to happen, however. They will consciously recognize that they can have a proactive program, to either partner with or sell on a regular basis to some other company in a competitive field.
ISSN:1539-7343