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By Phil Morettini Leave a Comment

Phil Morettini Interviewed in StrtupBoost Publication

Phil Morettini, President of PJM Consulting was recently interviewed by StrtupBoost, a startup-focused organization with a variety of services including fundraising, tech company pitch events, and digital marketing. The StrtupBoost community numbers in excess of 30,000 members. The interview with Mr. Morettini appears on the organization’s Medium Publication, also titled “StrtupBoost”. The interview covers Mr. […]

Filed Under: Startup/Early Stage Tagged With: interview, media, Phil Morettini, PJM Consulting

By Phil Morettini 1 Comment

Too Little Revenue? Before Firing Sales Reps, Look At Your Value Chain

So what is the one thing that I most commonly hear when having an initial discussion with prospective software CEO clients? It is something like: “We have no sales”, “Our sales are below expectations”, “We aren’t meeting our Series A revenue milestones”, etc. You get the picture. The lifeblood of ANY company is sales. There […]

Filed Under: SaaS, sales, Software/Product Development Tagged With: SaaS value chain, software product value chain, value chain, value chain analysis

By Phil Morettini Leave a Comment

The Importance of Focus, Bootstrapping & Other Software Startup Necessities

I was talking to a first-time software entrepreneur recently, as I often do. As I was trying to give him some useful counsel, it struck me how I tended to give certain pieces of advice over and over during these types of discussions. So I thought I’d try to summarize some of these nuggets that […]

Filed Under: Startup/Early Stage Tagged With: bootstrapping, SaaS startup, software startup

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 1 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

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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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