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  Morettini On Management

The Quarterly Newsletter of PJM Consulting


Winter 2017





Welcome to the New Year and the Winter Edition of our Newsletter! 

I hope your company and you personally had a great 2016 and are looking forward to even better things in 2017. There have been a lot of political surprises in 2016 and worldwide financial markets have reacted in a variety of ways. Regardless of where you fall on the political spectrum, let's hope that the economic environment going forward is a positive one for our software and hardware businesses.


This newsletter contains three new articles which cover a number of important topics on technology management including how aggressively to deploy your IP, customer care, lead nurturing, product pricing and promotion. Please use the links below to explore the new articles as well a list of past popular articles 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: 



Transparency vs. Protecting Tech IP


How protective are you of your company's key IP? Are you so protective that you're not maximizing its return? Here we discuss the delicate balance of IP protection and deployment:  Read Article



Pricing Fences, Promotions & the 8 Deadly Sins of Customer Care


At first blush this article appears to be an eclectic mix of three unrelated management topics. But it ties them all together in a mini-case study on how to treat -- and not treat -- your current customers: Read Article


Lead Nurturing Programs for Tech Businesses


There is a lot written and discussed on the topic of how to constantly generate as many hot leads as possible and close them quickly. I see a lot less discussion on the vagaries of categorizing and nurturing leads that won't lead to immediate revenue. Here we put forth some guidelines on how to structure YOUR lead nurturing program: Read Article


Please enjoy the articles; feedback in the form of comments or sharing this newsletter with your colleagues is appreciated if you find them useful. 


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

Software Industry Management

We also now have a FaceBook Software Industry Management Group if that's your preferred social media platform:




Finally, please do keep us in mind 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 



More Popular Articles
















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