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By Phil Morettini Leave a Comment

Enterprise Tech Sales: Top Down Selling vs. Bottom Up Marketing

Selling strategy is an under-appreciated aspect of a technology company’s overall business model strategy. Far too often I find the decision on how to approach sales being made haphazardly, or in many cases, not intentionally at all! A company will often just start hiring sales reps and turning them loose, with little upfront consideration on […]

Filed Under: sales Tagged With: bottom up marketing, bottom up sales, enterprise, enterprise marketing, enterprise sales, enterprise selling, sales strategy, top down, top down marketing, top down sales, top down selling

By Phil Morettini Leave a Comment

How To Calculate Software Or SaaS Target Market Size

Estimating the size of a market segment is one of the fundamental activities of software company strategic planning and product marketing. Depending upon the company stage, this task can fall to a company founder in a startup, a product manager in a slightly more mature company, or a strategic planner in a large software company. […]

Filed Under: Corporate Strategy, Startup/Early Stage Tagged With: bottom up, market research, market segment, market size, market size estimation, market sizing, primary market research, SaaS, SaaS startup, secondary market research, software, software product marketing, software startup, TAM market size, top down

By Phil Morettini Leave a Comment

7 Key Steps To Maximize Your SaaS Startup Valuation

Fundraising discussions with potential investors can be some of the most difficult conversations that a tech startup founder can have.  Often the most difficult aspect of that discussion is when it becomes time to calculate startup valuation. Unfortunately, there is no definitive template or well-defined methodology that works in “most” circumstances. Valuing a startup, and […]

Filed Under: Financing Tagged With: calculate startup valuation, SaaS company valuation, SaaS multiples, SaaS valuation, software company valuation, startup valuation, valuing a startup

By Phil Morettini Leave a Comment

Technology Fundraising: Traditional VC Funding Vs. Equity Crowdfunding

VC funding is the old standard, well known way of capitalizing a tech business. While it is still appropriate for a small number of mobile software, SaaS and hardware companies, it’s not always understood that startups need to fit REALLY well with the VC model for a successful funding event. More on that later. The […]

Filed Under: Financing, Startup/Early Stage Tagged With: Angel investors, equity crowdfunding, startup equity, startup fundraising, Startup Management, tech fundraising, tech investors, technology venture capital, VC funding, Venture Capital, venture capital funding

By Phil Morettini Leave a Comment

How To Overcome Objections On The Road To Exceptional Content Marketing Strategy

Content marketing isn’t a new concept anymore; most of my readers will have at least a basic understanding of the concept. In fact, I consider it to be very much a mainstream marketing technique at this point. But a good number of senior executives and startup entrepreneurs still view it as ” too expensive”; at […]

Filed Under: Online Marketing Tagged With: content marketing, content marketing strategy, content strategy for startups, evergreen articles, evergreen content, search engine optimization, search engine visibility, seo, Social Media Marketing, software content marketing, tech content marketing, Thought Leadership, website engagement

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PJM Consulting
San Diego, CA 92130
(858)792-1062

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

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