Jim Moffat, Smith Ivanson’s founding director, blogs on developments in sales channels in the IT and telecoms sectors. He has over two decades of experience in sales and marketing in technology companies ranging from Nortel to IBM to Lotus Development, two wholesale distributors and a small VAR prior to becoming a consultant to technology companies in 2004.
About Jim Moffat
Smith Ivanson is a consultancy that helps technology companies understand their strategic routes to market choices and helps its clients to develop those channels. The company views sales channels as an ecosystem of business and social relationships, a specific type of social network. By understanding the nature of those relationships and nurturing the right ones, a vendor can innovate, increase sales, and lower costs.
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