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You are here: Home / Archives for channel pricing strategy

By Phil Morettini 1 Comment

Structuring Channel Discounts for Software and Technology Companies

Selling through sales and distribution channels of various types is very important to many software and hardware companies. Yet channel programs and specifically channel discount structures, are often thrown together quickly and haphazardly, without looking at any real hard data. Let’s examine some of the key items that are advisable to consider when structuring a […]

Filed Under: B2C, Business Models, Distribution Channels, enterprise software, hardware, Pricing, Product Marketing/Management, sales, VARs Tagged With: business model, channel, channel conflict, channel discount, channel discount structure, channel pricing, channel pricing strategies, channel pricing strategy, channel program, channel sales, consultant, consulting, consumer software, direct sales, discounts, distribution, distributor, hardware, high tech, management, marketing, Phil Morettini, PJM Consulting, reseller, Retail, software, structure, technology, VAR

By Phil Morettini 2 Comments

Channel Pricing Strategy for Software and Hardware Products

Pricing software products and SaaS offerings is always a difficult exercise. With high product development costs, but very low costs of goods sold, there are many different strategies that people have followed successfully (and not so successfully!) over time. Pricing hardware products is a bit simpler because there is generally a significant cost of goods […]

Filed Under: B2C, Business Models, Corporate Strategy, Distribution Channels, enterprise software, hardware, Pricing, Product Marketing/Management Tagged With: 2 step distribution, channel, channel marketing, channel pricing, channel pricing strategies, channel pricing strategy, channel sales, conflict, consultant, direct sales, discounts, distribution, hardware, management, multi-channel, Phil Morettini, PJM Consulting, Pricing, Retail, software, technology, value, value-based pricing, VAR, volume

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Company Profile

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

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

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