For those of you puzzled by the title above, long ago canaries were used in the mining industry as leading indicators of looming catastrophe underground. When the canary was overcome by and died from dangerous levels of gas in the mine, things were about to get very bad–and it was time to get out. So […]
Is a Strong Rolodex Important in Technology Businesses?
I get this comment all the time: “We’re looking for a VP-Sales/VP-Business Development/Sales Manager/Sales Rep with a strong Rolodex in the (pick your market segment) market”. Obviously I’m using “Rolodex” as a generic term in these days of CRM sytems. But how important is a strong Rolodex in the IT business, really? In my opinion, […]
A Software Startup Video Case Study
Selling and Marketing Software Through the VAR Channel: Morettini on Management Video Series
Follow Phil Morettini and Morettini on Management via Twitter, Facebook, LinkedIn, RSS, or the PJM Consulting Quarterly Newsletter. Contact Phil directly at [email protected] If you liked this post please share it with you colleagues using the “share” buttons below:
Creating a Distribution Channel Where One Doesn’t Exist
One of the least well understood activities in growing a hardware or software business is the building of distribution channels. This looks very easy to the uninitiated, but in reality it’s extremely difficult. There are many subtleties that are far from obvious and some aspects that are necessary for success are downright counter-intuitive. Building a […]
- « Previous Page
- 1
- 2
- 3
- 4
- 5
- …
- 8
- Next Page »
