Market share Profit margin Teamwork 
Sales Hacker
JANUARY 13, 2021
The OEM is gaining scale, more customers – and giving up higher profit margins that could be obtained by going direct to customers. The critical questions in the got to market (GTM) analysis are: Will the OEM channel cannibalize some of my customers? The number of your customers that are using your software will grow.
Lead Fuze
JANUARY 1, 2022
This will allow them access to leverage and customer base as well as providing major discounts off list price in exchange for giving up higher profit margins that could be obtained by going direct with customers. The benefits of a larger customer base outweigh the negatives from lower profit margins.
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