Archives posted in: Partnership

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The Licensing Model

By Tim J. Smith, PhD March 3, 2004

In an earlier edition of The Wiglaf Journal Bob Brill and Carmen Patti, of Patti and Brill LLC, discussed the key role…

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Creating Markets: Partnering with Value Creators in Sales Channel

By Tim J. Smith, PhD February 18, 2004

For many executives, the question of sales channel selection and management is framed as a question of determining the best means to…

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Co-Branding: Centuries of Stamina

By Tim J. Smith, PhD October 1, 2003

This summer I had the pleasure of visiting Cesky Krumlov, a Renaissance city in southern Bohemia, now a part of the Czech…

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AssureBuy’s Channel Approach

By Tim J. Smith, PhD April 16, 2003

When hundreds of thousands of transactions per month are required in order to achieve a million dollars in revenue, businesses must embrace…

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Best Practices: SmartSynch’s Partnership

By Tim J. Smith, PhD March 19, 2003

There are many go-to-market strategies for new technologies. Firms can build their own sales and marketing team and go-direct, take a licensing…

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SmartSynch’s Partnership Process

By Tim J. Smith, PhD March 19, 2003

While partnerships may be economically efficient, many small technology-driven companies have difficulties establishing them. SmartSynch, with 18 major utility clients, is much…

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Commercializing Emerging Science Joe Cross and Don Freed of Nanophase

By Tim J. Smith, PhD October 2, 2002

Bringing an emerging science to market is a daunting task. The end users of the technology are skeptical of the efficacy of…

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Channel Conflict of Interest

By Tim J. Smith, PhD July 17, 2002

Getting new ideas to market proves a challenge for any enterprise. Determining the correct target, value proposition, and story to tell customers…

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