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The embedded market has always been a challenging
one for suppliers of commercial embedded software, not only in terms
of technology, but in sales and marketing as well. Technology-related
issues stem from the specialized nature of embedded devices. Embedded
software must be designed to be extremely reliable, make judicious
use of a device’s resources, be portable to multiple embedded
operating systems and hardware platforms, and must keep pace with
quickly evolving standards. Fortunately, however, most embedded
software suppliers are run by very talented technologists who do
an admirable job of meeting these challenges head on.
Business-related issues, however, have proved
more difficult. Most suppliers are relatively small companies with
geographically dispersed direct sales organizations. Sales cycles
often extend over several months and involve multiple face-to-face
meetings requiring significant investment of technical resources.
During economic down cycles, a direct selling model can result in high sales costs.
Embedded software makers need an alternative,
one which allows them to focus on their core competencies of products
and technology, while allowing them to reach their markets in an
effective and cost-efficient manner. Embedded Solution Partners
has the answers.
Embedded Solution Partners offers embedded software
suppliers (our Technology Partners), a North America-wide team of business
and technical professionals who have years of experience marketing
and selling embedded software. By working with us, our Partners
- Reach a greater number of qualified prospects
- Close a higher number of sales engagements
- Lower cost of sales
- Improve cash flow
- Increase the value of customer relationships
In addition to a having a highly experienced team of business and
technical professionals located throughout North America, Embedded
Solution Partners has developed a structured methodology for executing
sales in the embedded industry. The Embedded Solution Sales Process™
(ESSP) describes a well-defined set of process for dealing with the
unique selling challenges found in the embedded industry and is built on
a state of the art CRM system.
To learn more, please read our white
paper, or contact us at sales@esolpartners.com.
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