Joe Zaller /
08.03.2010
Originally featured on BroadcastEngineering.com
Broadcast technology vendors look to sell increasingly through indirect channels

Although the broadcast industry is global, many industry vendors are relatively small. So for many technology providers, reaching a worldwide customer base can be a significant challenge.

Vendors have a variety of go-to-market options, including direct sales, a network of dealers and reps, and, of course, systems integrators. There is no one-size-fits-all approach to selling successfully, so all vendors use some kind of mix of the available options.

To better understand how broadcast technology vendors are selling today and what their plans are for future distribution strategies, we asked the nearly 800 broadcast technology vendors who responded to the 2010 Big Broadcast Survey about their current and future sales channels.

Vendors were first asked what percent of their sales goes through each of the go-to-market alternatives.

To read the full article, which include two charts that break down the data, click here.



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