The premiere go-to-market newsletter to inform, enlighten, and possibly entertain those High-Tech
leaders seeking to win and grow their markets. Published periodically when we have research,
trends, analysis or insights worthy of sharing.
This newsletter focuses on two important topics: The first,
October 2005 Channel optimization--find out if your B2B channel
model could yield you extra profits. Second, new
1. Channel Optimization: licensing models to consider before your competition
Are you paying your channel too much? does.
2. SaaS: Deja vú, or something new?
Rubicon in the News Channel Optimization: Are you paying your
channel too much?
• Nilofer Merchant speaking at -Nilofer Merchant
SoftSummit (October 11)
• Sandhill.com publishes Nilofer Merchant Given the constant squeeze on end-user prices, increased
• Soft-Letter publishes Nilofer Merchant channel competition, and investor demands for steady—
if not increasing—earnings, it is hard to believe that
many high-tech companies have an untapped source of
additional profits on current business.
In a recent worldwide channel economics study, Rubicon
studied industry giants like Microsoft, Symantec, Apple
and Macromedia, as well as their top channel partners,
and found that each vendor, in their own way, was
leaving money—profits—on the table. Neither the
channel nor the vendor was using their channel
investments optimally to bring products to market. The
Rubicon study found that the investments many
companies make in the channel do not prevent loss of
mindshare or improve returns. Most importantly, the
study revealed that channel economics are changing in
ways that challenge conventional wisdom.
What kind of impact are we talking about? We are talking
about small changes that make a sizable impact. A dollar
saved in the channel is a dollar that flows directly to your