Morettini On Management

The Quarterly Newsletter of PJM Consulting


spring 2017




It's late March and along with all the early new shoots of growth comes the Spring Edition of the Morettini on Management Newsletter! 

Hopefully your company is thriving so far in the new year. There are currently many opportunities and uncertainties in the technology industry - as there always is. The change in government in the US is certainly not the least of these. How's "Trumponics" treating you so far - wherever you're located? I'd love to hear your take on the current business environment, as well as your expectations going forward. 


As is our custom, we've go three new articles on important software and hardware company management topics. This quarter's articles include discussions on "no-no's" for a tech sales force, areas where startups often waste scarce resources and the importance of social sales and marketing techniques for technology companies in 2017. Use the links below to access the new articles; some of our more popular past articles are also linked in the right column below. 


Please call or email me if you'd like to have an informal discussion on any of these articles, or any other technology industry management topic. If you don't wish to engage on a personal level but still have an opinion to offer, please consider posting a comment directly to one of the articles.


I would also welcome your call if you have a potential engagement to discuss. Please reach out to me at your convenience; our contact information is at the bottom of the newsletter. Now to the newsletter articles: 



5 Sales Tactics A Tech Sales Force Should Never Use


There are many cook-book approaches to sales out there. I've never been a big proponent of any one particular sales methodology or approach. But I do feel strongly about what tech sales folks SHOULDN'T do:  Read Article



6 Common Areas Where a Tech Company Startup Budget is Wasted


Maximizing the runway afforded by your startup budget is a critical activity that can make the difference between ultimate success and premature crib death. This article discusses 6 types of spending to be cautious about early on: Read Article


B2B Social Selling and Marketing Strategy


What's working in your sales and marketing mix in 2017? Chances are that some of the more mature methods aren't working as well these days. Unless you've had your head in the sand for the last few years you've probably at least dipped your toes into social media sales and marketing. Here we discuss the whys and hows: Read Article


If you enjoy the articles, feedback in the form of comments or sharing this newsletter with your colleagues would be appreciated. 


If you haven't joined already, check out our  Linkedin Networking/Discussion Group.

Software Industry Management

If FaceBook is preferred over LinkedIn, we also have Software Industry Management Group on that platform as well:


Lastly, please think of us for your consulting or interim management needs. PJM Consulting offers a variety of customized services that can improve the revenue and profitability growth of your business, including but not limited to: 

  • Coaching/advice/mentoring
  • Strategic Reviews
  • Assistance with growth initiatives such as a new division or M&A
  • Creation of  new marketing plans or distribution strategies
  • Provide Interim Senior Executives

If you'd like to talk about a specific potential engagement, start an introductory conversation or just say "hi", please contact us using the information at the bottom of this newsletter. Initial consultations are always no-cost!


Phil Morettini 

President, PJM Consulting





PJM Consulting offers "on-demand" management consulting and interim services for software & hardware companies (and their VC/PE investors). Contact us for a free consultation: More


Senior Management Consulting


PJM can design a consulting assignment to meet your specific needs. Whether it's coaching or mentoring,  a strategic review, forward business planning, M&A or another critical need, we'd be happy to discuss how we can help: More


Product Management & Marketing


We have special expertise and experience in customer and market facing activities. No matter whether its marketing strategy, new product planning, entering new international markets, or recruiting strategic partners, PJM Consulting can provide customized assistance: More


Distribution Channels

PJM Consulting has many years experience in developing, growing and restructuring multi-channel distribution networks. Whether you're currently have a direct-only model and desire to explore a partner network, have had a false start with a channel program or just want a "best practices" review of a successful program--PJM can help: More 


Interim Senior manageRs


PJM provides interim managers such as CEO/COO/Division Managers and VP-Sales/Marketing/Business Development on a full-time or part-time basis: More


SaaS management Consulting

Our firm has a specialty in the management of SaaS-based businesses. Whether you need a strategic review of your SaaS business, targeted consulting in a specific area of the business or an interim C-Level manager to fill a short term hole, we can help: More 



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