tag:blogger.com,1999:blog-111515182009-11-08T16:19:02.876-08:00Phil Morettini provides commentary on current events in the High Tech world. Phil is a Principal of PJM Consulting (www.pjmconsult.com) and the Blog editor. The focus is on Management and Marketing practices and advice, but will also cover many different facets of the Software and High Tech business.Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.comBlogger112125tag:blogger.com,1999:blog-11151518.post-9010832839829249232009-11-08T16:19:00.000-08:002009-11-08T16:19:02.886-08:00

There is much talk in the software and technology industry about distribution through the "Channel". Generically that means selling through some type of a third party company, rather than selling directly to the end customer. But in reality the "Channel" includes a wide variety of disparate types of third party resellers. Today we'll take a look at when to consider partnering with two of the main

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-65791142473874021792009-10-12T16:57:00.000-07:002009-10-12T21:59:20.903-07:00

There is a lot of talk in the software business these days about changing business models, particularly the trend toward SaaS (Software as a Service). Will SaaS business models dominate the software business? Many consultants, pundits and other industry figures are proclaiming that SaaS will very soon take over the world; saying if you're not on the bus soon, you're going to be out of business

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com3tag:blogger.com,1999:blog-11151518.post-37482702194361320132009-09-14T17:17:00.000-07:002009-09-14T17:17:07.545-07:00

Starting a company, any kind of company is the hardest thing to do in business. Sez me. It's also one of the most rewarding and fun, if you're built for the startup experience--though not everyone is. Technology startups have their own unique challenges. There are many different ways to drive off the road, some of which I list below. Keep in mind that no startup is perfect, and mistakes will be

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com1tag:blogger.com,1999:blog-11151518.post-3096045788714399322009-08-17T15:46:00.000-07:002009-08-20T16:31:55.731-07:00

A very controversial topic within many software and other tech companies is how to best compensate the sales force. How much is required? How much is too much? What's the best mix of salary and incentive comp?If you've read anything I've written before, you'll find my next comment familiar:It all depends on your particular situation.There is no across-the-board best practice for optimizing your

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com2tag:blogger.com,1999:blog-11151518.post-150861338449979362009-07-22T17:42:00.000-07:002009-07-22T19:25:58.844-07:00

There's been a lot said and written about the newest Social Media craze, Twitter.Particularly in the popular press, there's also been a lot of misinformation. Sometimes the only way to get the real story is to try it yourself. I thought I'd give it a shot, and throw in my two cents on what Twitter's really all about with respect to marketing.I've been on Twitter for a few months now. As of today,

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com2tag:blogger.com,1999:blog-11151518.post-33489656964286733022009-07-09T17:18:00.000-07:002009-07-09T20:29:59.826-07:00

This month we have a guest Blogger: The Actuate Corporation Team. Acutuate is an Open Source Business Intelligence Software vendor. Hope you enjoy their post-Phil MorettiniThanks to the global recession, companies worldwide are looking for ways to streamline their organizations and cut costs. Increasingly, they’re turning to business intelligence software to help find solutions. Developed by

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com1tag:blogger.com,1999:blog-11151518.post-69079337664347992992009-06-05T16:03:00.000-07:002009-06-05T16:08:46.825-07:00

Microsoft's new search service is called BING, and takes a contrarian approach to the simple Google Interface. The BING interface is kind of a cross between Google and the Yahoo Directory, with a bit of Expedia, MapQuest, Shopping.com, UTube and Flicker thrown in for good measure. Never accuse Microsoft of being modest in their ambitions--this site takes on directly just about every major

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-64946034217786606082009-05-04T17:01:00.000-07:002009-05-04T17:30:56.483-07:00

I have this incredible feeling of déjà vu.Cloud computing and Software as a Service is all the rage. In my practice at PJM Consulting, I am very involved in software startup activity. Nearly every new software company that I see today is being built on the Software as a Service business model. It's all the rage--so much so that it appears that any self-respecting software entrepreneur would be

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com5tag:blogger.com,1999:blog-11151518.post-68065795426662311532009-04-22T17:21:00.000-07:002009-04-22T17:25:41.475-07:00

Breaking News…. Oracle buys Sun!? What's wrong with this picture?What's surprising is that a very large software company is buying a very large hardware company. You often see a hardware company buying a software company, but I can't really think of a deal that's gone the other way around. Certainly not at this level. My practice at PJM Consulting serves all kinds of technology companies--but a

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com1tag:blogger.com,1999:blog-11151518.post-79457037843702865942009-04-15T16:44:00.000-07:002009-04-15T16:52:39.414-07:00

There are many marketing methods in Software and IT marketing that can be appropriate in some, but not all situations. I'd put White Papers in that category. The term "white paper" is a broadly used term, and can mean different things to different people. I define a white paper as a document written to provide insight or expertise specific to a market, process or product category.PRODUCT & MARKET

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-42453015174093907802009-03-02T16:37:00.000-08:002009-03-02T16:44:49.459-08:00

Like almost every aspect of the current economy, Venture Capital Fundings of High Tech and Software startups are way down.There is pressure on virtually every segment of our economy, and the worldwide financial system is in by far the greatest disarray of our lifetime. The preferred exit strategy for Venture Capitalists, the IPO, pretty much shut down quite a while back. Financial returns at

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-38978170588636528292009-02-05T17:06:00.000-08:002009-02-05T17:09:39.699-08:00

There are many ways to deliver your software and technology products to the market. For example, one and two step distribution through third party channels, direct marketing/sales over the Internet, OEM relationships and many variations of these, as well as other methods.One classic method of delivering products to the marketplace is by using a direct sales force. Within the direct sales

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-86462846867516662782009-01-21T15:56:00.000-08:002009-01-21T15:59:58.719-08:00

This month we're doing something a bit different--we have a guest post from Holly McCarthy. Please be aware that Ms. McCarthy is not affiliated with PJM Consulting, and the views expressed in this post are her own.In the current economic climate, there is much that can still be done to turn business around. Certainly, technology has come a long way in helping businesses to maximize productivity

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-57588680569070539532009-01-09T14:28:00.000-08:002009-01-09T14:31:47.428-08:00

I've written several times on Steve Jobs and Apple, one of the most fascinating companies and executives that we've seen in the history of high technology.I don't mean to make this a morbid article; the current speculation on Steve Job's health has been well-documented. I hope that Mr. Jobs is fine, and that he has many more years of good health, with a continued long reign at Apple.But it does

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-11146937909105375022008-12-11T14:36:00.000-08:002008-12-11T14:42:31.693-08:00

In some, but not all tech companies, the Sales and Marketing functions are managed separately. They are separate, but closely related functions that some people (especially technical folks) have a tendency to confuse. Normally, there is a VP or Director heading up the Marketing department, and another VP or Director leading the Sales staff. But it is also not unusual to see a VP or Director of

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-76511366018240180802008-11-05T16:23:00.000-08:002008-11-05T21:45:12.326-08:00

There are many ways to organize a sales force. In my opinion, there is no one "right" way. There is only the BEST way for unique circumstances of your current company.Like most aspects of developing a software or technology company, there are guidelines, but no exact roadmap to building a successful sales force. In my practice at PJM Consulting, I often suggest that a management exercise like

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-56495740146944903412008-10-09T15:33:00.000-07:002008-10-09T16:27:15.437-07:00

Google's new Chrome Browser came out a few weeks ago to quite a bit of attention. It's big news 1) because it's from Google and 2) it brings back memories of the "browser wars", and seems like it could potentially signal the next big battleground in the intense rivalry between Google and Microsoft.I've downloaded Chrome and played with it a bit, but this isn't intended to be a technical review of

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-91976752094379219252008-09-08T15:41:00.000-07:002008-09-08T15:44:11.928-07:00

Selling through sales and distribution channels of various types is very important to many software and tech companies. Yet channel programs, and specifically discount structures, are often thrown together quickly and haphazardly, without looking at any real hard data. Let's examine some of the key items it's advisable to consider, when structuring a channel discount program:Market NormsThe

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-12048684757633249292008-08-15T16:52:00.000-07:002008-08-15T16:56:19.558-07:00

I was reading an article in the business section of our local newspaper recently about a new Search Engine name CUIL (pronounced Cool). I already knew about CUIL, because I had noticed that it had recently indexed the PJM Consulting website. One of their claimed differentiating factors is that they've their search index is twice as large as Google's is. In addition, they believe that they have

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-45446520358142561472008-07-08T16:04:00.000-07:002008-07-08T16:09:56.625-07:00

In most tech companies, Product Marketing and Product Development/Engineering are managed separately. There is usually a VP over the Product Development function and another over the overall marketing function, which usually includes future product marketing/planning.While this is certainly an appropriate way to organize a tech company, there is a great danger in one are when it comes to these

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-51157066910372394622008-06-05T15:38:00.000-07:002008-06-05T16:15:06.933-07:00

Let's talk about what, for some people, is a marketing method from a bygone era: Trade shows, or Trade Fairs, as they're referred to in most places outside of the US.At one point in time, Trade Shows were a staple in most every tech company's marketing budget--shows like Comdex, PC Expo, Network World and a host of others were annual rites of passage. But in this Internet age, they have been

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com1tag:blogger.com,1999:blog-11151518.post-53746686543168795772008-05-06T16:04:00.000-07:002008-05-06T16:11:04.269-07:00

No one answers the telephone anymore.At least, technology companies in the US surely don't. With big companies, you are either presented with an endless phone tree--"press 1 for a company directory"--or the newest innovation in communications technology: the cheerful "automated voice attendant". In many cases these attendants, and several other "innovative" service options, can lead to a great

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-78286261250825587422008-04-11T15:44:00.000-07:002008-04-11T15:48:59.470-07:00

Selling software at retail at one point in time was the "Holy Grail" for consumer, home office and small office software suppliers. That's where the volume was. Everything that a company did starting up was intended to build enough volume to get into a distributor, so they could then pursue shelf space at the major retailers of software.But oh, how times have changed. The advent of the Internet

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0tag:blogger.com,1999:blog-11151518.post-25080725733323764332008-03-10T16:09:00.000-07:002008-03-10T20:24:49.880-07:00

One of the biggest problems in High Tech businesses is the "technology-driven" approach that tends to predominate, especially among startups. Much of this occurs due to the fact the many founders of software and technology companies tend to come from an engineering, programming or other technical background. While a strength in creating a flow of technical innovation, this can be a real problem

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com1tag:blogger.com,1999:blog-11151518.post-63348825074324834832008-02-12T08:50:00.000-08:002008-02-12T08:59:41.719-08:00

I often write about online marketing, as many of my regular readers know. A frequent topic of mine is Pay-Per-Click (PPC) advertising, also known as Cost-Per-Click (CPC). Occasionally, people will refer to this marketing vehicle as Search Engine Advertising. What you're hearing this called more and more is "Google Adwords".HAS GOOGLE ADWORDS "BECOME" ONLINE ADVERTISING?Of course, its kind of like

Phil Morettini of PJM Consultinghttp://www.blogger.com/profile/08771298318645589704noreply@blogger.com0