Channels Used – Original Equipment Manufacturers and resellers
Key Challenges
OEM’s emerging as a challenge due to low cost in house products
Low contact with end customers Acquisition strategy for complimentary selling not panning out well
Possible Solutions
Improve awareness about website to reach out to the customers directly
Developing the company’s direct sales force to reach out to clients and build long
term capability
Handle resistance offered by OEM’s effectively and ensure short term profits don’t
drastically fall, which may affect the stability of the company
Diversify product portfolio and cater to lower end of market like OEM’s
Reach out to potentially strategic and strong clients so that a long term relationship can be developed Develop strong loyalty programs with clients so as to build reputation in the industry through co-branding/as a reliable supplier Managing the acquired organizations effectively instead of trying to mould it and reducing its effectiveness
