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By Phil Morettini 2 Comments

What the Heck is Customer Development?

The term “customer development” has been floating around for a number of years now, although it seems to have gotten more play in the last couple. Regardless, it’s one of the most common buzzwords added to the technology business vernacular in recent times. I lump it in the buzzword box with “agile”, “lean-(anything)”, “growth hacking”, […]

Filed Under: Business Development, Business Models, Corporate Strategy, market research, Product Marketing/Management, Promotion, sales, Software/Product Development, Startup/Early Stage Tagged With: business model, channel sales, consultant, consulting, customer development, early stage, hardware, high tech, lean, management, market, marketing, Phil Morettini, PJM Consulting, Product Development, product management, product marketing, Promotion, software, startup, strategy

By Phil Morettini Leave a Comment

Shadow IT in the Enterprise

If you’ve ever worked in a large corporation or been in the enterprise software or hardware business for any length of time, you’re familiar with the frustrations expressed by AND about the IT department. The IT department is typically the scorn of many folks who rely on them for the systems and support which allow […]

Filed Under: Corporate Strategy, enterprise software, hardware, Product Marketing/Management, SaaS, sales, Startup/Early Stage Tagged With: B2B, business model, BYOD, cloud, Cloud Computing, Cloud Services, cloud-based, direct sales, hardware, high tech, iPhone, IT, IT department, management, marketing, Phil Morettini, PJM Consulting, SaaS, security, Shadow IT, software, Stealth IT, tech, technology, VP Sales and Marketing

By Phil Morettini 7 Comments

Key Qualities of a Successful Software Startup CEO

Many articles have been written on what makes a good CEO in general. It’s important to note, however, that what it takes to be a good Fortune 500 CEO is quite different from what it takes to succeed as an early stage software or hardware CEO. In this article I’m going to focus on the […]

Filed Under: Corporate Strategy, General Management, hardware, Product Marketing/Management, sales, Software/Product Development, Startup/Early Stage Tagged With: CEO, consultant, consulting, early stage, management, market, marketing, Phil Morettini, PJM Consulting, Product Development, product marketing, sales, software, startup, strategy, tech, technology, VC, Venture Capital

By Phil Morettini 2 Comments

The Tech Company Equivalent of the Canary in the Mineshaft

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 […]

Filed Under: Corporate Strategy, enterprise software, General Management, hardware, sales Tagged With: Canary in the coal mine, Canary in the mine, CEO, channel sales, consulting, direct sales, hardware, marketing, Phil Morettini, PJM Consulting, Product Development, product management, product marketing, sales, sales force, software, tech, technology, Vice President of Sales, VP Sales

By Phil Morettini 1 Comment

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 software. But how important is a strong Rolodex in the IT business, really? In my opinion, […]

Filed Under: B2C, Business Development, Corporate Strategy, enterprise software, General Management, hardware, sales, Startup/Early Stage Tagged With: B2B, consultant, consulting, CRM, direct sales, early stage, hardware, high tech, investor, management, market, market segment, marketing, Phil Morettini, PJM Consulting, product marketing, rolodex, sales force, semiconductor, software, startup, strategy, tech, technology, VC, Venture Capital

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PJM Consulting

10644 Amberglades Lane
San Diego, CA 92130
(858)792-1062

Founded 2001
Management Consulting & Interim Executives for Software and Hardware Companies

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