Resour
ces about “ISV-OEM partnerships“
Boost your software sales through marketing insights about ISV-OEM partnerships, partner recruitment, reseller networks and more.
Listen to this episode where Liz Lemarchand, MediaDev’s COO talks with Dan Outcalt, an OEM sales expert, about why it’s critical to have a big OEM sales funnel, perhaps even more so when selling to end-user customers, and how to build. Tune in!
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
Integrating or embedding one software product into another (or connecting two solutions via APIs) is a pillar to ensure growth for both the ISV and the OEM provider. These ISV-to-ISV relationships or ISV-OEM partnerships are, now more than ever, in great demand.
In this episode, MediaDev’s COO, Liz Lemarchand, and Accusoft’s Director of Marketing, Tracy Schlabach talk about the value of partnering with another software vendor, the challenges of targeting ISVs, the types of messaging and content that resonate most with ISVs, and tips or strategies on how to talk to ISVs so they will listen. Listen in.
