It’s amazing to me how many people who work in the software industry are completely unaware about what OEM means.  Don’t get me wrong, I’m not judging anyone here.  I am merely pointing out that OEM is ignored more often than not.  Which if you do understand the benefits of having an ISV-OEM strategy, clearly means that most software companies are missing out on a very profitable source of revenue.   

ISV – OEM marketing is a beast.  One of the things that most people don’t realize about OEM sales to ISVs is how critical timing is, which means it is super important to have a giant sales funnel.  OEM sales cycles are usually long—in some cases taking upwards of 18 months to complete from start to finish.  And of course, in the end, not everyone is going to opt for your offer, which means the more ISV leads you have, the better.  What’s funny is that many OEM program holders don’t see it that way.  They think that it’s