cost cutting initiatives. Re-educate the sales force and channel partners on the total cost of ownership story.
- Prepare your 'we can help you cut costs' messaging for 2009.
- Develop more aggressive competitive defend and attack programs.
- Become advisors in collaboration with partners to either downsize a project temporarily, or find a smaller interim solution.
- Renegotiate deals with partners and component and ODM suppliers.
- Increase focus on geographic markets that are less impacted (emerging markets and selected mature markets, such as China and India).
Reprinted with permission from MIS Asia. Story copyright 2008 MIS Asia Inc. All rights reserved.
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