TAG: enter new market

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The Innovator's Dilemma: Q&A with John Schloff of Pitney Bowes

When confronted by transformative disruptive technology such as Cloud, how can senior business and IT executives identify opportunities to leverage technology to create new business value? As part of Saugatuck Technology's ongoing "Executive Insights" research program, we recently talked with John Schloff, VP Global Strategy at Pitney Bowes about how an industry leader such as Pitney Bowes embraces disruptive technology to create, innovate, and extend a major business brand in the Cloud.

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Avoiding Risks in Channel Partner Relationships

Many software companies are finding that their channel partners influence a significant percentage of their business growth. The need to deploy this growth strategy is becoming increasingly important with the uptick in switching to the SaaS and cloud models enabling software firms to enter new markets (industries and geographies). However, even though the use of channel partners is increasing, some software companies are not fully reaping the benefits. Improving your company's capabilities in channel partner management depends on three steps to mitigate risks: 1) avoiding the pitfalls in channel partner relationships, 2) knowing how to turn transactional channel partners into strategic partners and 3) managing the relationships so they yield more value.

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Conquering SaaS Around the World

Software-as-a-Service (SaaS) vendors seeking to realize new growth quickly and successfully face a host of decisions when they plan for global SaaS deployments. As software companies look to expand to new geographical regions, many are forced to localize internationally - especially in Europe.

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