And their value proposition, as even they realized later, was pretty unclear.

We should be charging for it from day 1, or Wait a minute.

Not really, because the next thing we want to look at is, what we call the served available market.

Sell, sell, sell.

How big is this and what's the percentage marketshare realistically you could get?

In other words, how are we going to make money?

So, you're selling costs were embedded here, this was the commission or direct sales costs or whatever you were paying your direct sales people and you made 37 selling directly.

But this is, of course, an optimistic scenario. Let's think of other scenarios.

But remember, our costs were lower.

Now, when companies first started, there were essentially manufacturing concerns and they hired agents, outsiders to be their sales channel, and the first types of companies we had made physical products and therefore, had physical channels salespeople, stores, etc., but with the emergence of the web, we now have web and mobile channels.

Sold

PHOTO RELEASE

What do you sell?

You are going to start thinking about, well, if I have a direct sales force, how much can they sell in dollars, or if I'm using an indirect channel, what's realistic number they sell for other customers?

We call it a select opportunity .

So you might be selling hundreds or hundreds of thousands of cases of toners, but you might be doing ten large system integrations a year.

Now what's really interesting is pre 1990s, the only channels to get to a customer was at physical channel.

He's like, you know what, we have to match his prices.

My dad sells tractors.

And the marketing complexity, would simply just say toner for you printer.

But it wasn't until the mid 1990s with the emergence of the Internet that we were able to distribute physical products through a virtual channel.

And so therefore on the x axis, we see increasing complexity of what each channel can actually have.

This is the PC guy over here.

I'm a salesperson.

I had to break a machine open.

Our liquor license!

What's so awesome about a queensize futon sale?

This guy is a Bible salesman.

In a physical channel, a direct sales force are sales people that work for you directly and typically sell directly to the end user.

And the reason why they're the sell side is because they're always selling you stuff.

And that's better than what you get out of treasury bonds.

So that's what sell side means.

So now they're in it together.

October is inventory time.

Anything from the trolley?

Cell phone salesman.

He could also be a Bible salesman.

He sold you the roofilin?

But this time, we have resellers and the resellers don't work for us.

So for some industries, distributors play a pivotal role in the distribution of the product.

If it turns out you're right, we could sell dealerships now, which sounds crazy.

And then the next question, obviously, is who are they selling ads to?

On the other hand, low utilization let me pick another color will lead the prices dropping.

By the way, the how many is a classic question, and the answer is it depends.

Oh, I'm in the selling game.