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Technology Practice
In 1983, after initial work with IBM to design its channel strategy for the launch of the original PC, Frank Lynn & Associates' developed a formal technology industry practice. The purpose of the practice is to help technology suppliers design more effective and efficient channel strategies.
The practice team focuses its efforts on the key issues that confront the industry such as: identifying emerging channels, launching new products, designing innovative channel programs, constructing compelling channel compensation systems and targeting unique vertical or horizontal markets or specific customer segments such as SMB.
The practice team has extensive experience across the range of technology channels - from OEMs through integrators to VARs, ISVs, distributors, dealers and retail channels. We typically work at the channel strategy level, however, that invariably requires detailed data gathering - quantitative market research and qualitative, probing interviews in-person or by telephone.
The Frank Lynn & Associates technology practice group publishes a quarterly newsletter, Changing Channels that addresses emerging channel topics of interest to technology suppliers. Changing Channels' past topics have included value-based compensation, vertical markets and channel eco-systems. For information about our Changing Channels newsletter, click here.
Bob Segal, Principal, chairs the practice group. He brings experience from more than 20 years, and 200 client engagements, of technology industry consulting to each assignment. In addition to his consulting work with clients, Bob is a regular speaker/author on channel and customer topics facing the industry.
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| October 21, 2010 |
| Professional Sales Channel Management |
Using proven management tools, frameworks and methods to prepare channel managers to drive sales and market share through indirect sales channels.
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