Marketers of rack-based products have a very difficult task set before them: Differentiating a fragile, intricate piece of equipment, which often looks identical to competitor products and needs to be ‘powered on’ to effectively demonstrate.
Most of the challenges facing the manufacturers of these products are often not immediately visible to the outside eye, but to those tasked with demonstrating and selling rack-based hardware, are all too familiar with these ongoing difficulties:
- Lack of product inventory
- Globally disperse multi-lingual sales teams and channel partners
- Expensive shipping and drayage costs (tradeshows/sales meetings)
- Difficulty showing multiple rack configurations
- Hard to communicate product feature/benefit differentiation
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