A matrix created by 2112 to demonstrate the three sales strategy “zones” to which technology vendors can map their products and services. Offerings that can be selected and implemented easily by end users may be sold via e-commerce and marketplaces, or Automated Digital Sales (ADS). Products sold through ADS, but requiring some level of human support or guidance, fall into the hybrid sales zone; and complex sales that require human guidance to complete can be conducted through value-add partners. Vendors can use this sales segregation schema to plan market coverage, product pricing, partner compensation and enablement, and distribution strategies.
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