TeleSense Inc., a Silicon Valley start-up, offers an innovative solution for farmers and grain storage companies by leveraging wireless sensors and AI-driven software to predict the quality and longevity of stored grain, offering significant financial implications for stakeholders. However, starting the sales engine has proven more challenging than expected. With the option of a direct sales or online sales (or hybrid) approach, the company must focus on just one sales channel to gain market traction. But which path is the right one? This case explores the key considerations in strategic sales channel selection, weighing factors such as market adoption, scalability, and cost efficiency. How should TeleSense navigate this critical decision to accelerate growth?
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