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By Phil Morettini 1 Comment

Does Interim Management Ever Make Sense for Tech Companies?

Is there ever a time when hiring an outside senior executive for a  short term assignment in a software or hardware company is the right thing to do? If you’re based in the US, the most typical response from tech company boards and senior leadership to the question of using Interim Management seems to be […]

Filed Under: Corporate Strategy, General Management, Interim Executive Management, Startup/Early Stage Tagged With: Change Agent, conflict, consultant, consulting, consumer software, Gaps, hardware, high tech, Interim, Interim Executive, Interim Management, interim manager, M&A, management, market, market investigation, marketing, new division, Phil Morettini, PJM Consulting, software, Special Project, startup, tech, technology, technology investigation

By Phil Morettini 14 Comments

Selling SaaS through the VAR Channel

The move toward Software-as-a-Service (SaaS) has been the strongest trend in the software business in recent memory. It changes the software business model in a number of fundamental ways. For the purposes of this article, I’m assuming the reader has a basic understanding of the SaaS business model. I’m also going to assume a basic […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, enterprise software, SaaS, sales, VARs Tagged With: B2B, business model, channel marketing, channel sales, conflict, direct sales, distribution, marketing, online, Phil Morettini, PJM Consulting, product marketing, SaaS, software, Software as a Service, software developer, traditional software license, VAR

By Phil Morettini 4 Comments

Integrating Sales & Marketing at Software and Hardware Companies

In some – but not all – tech companies the Sales and Marketing functions are managed separately. They are separate, but closely related functions that some people without a strong background in either function have a tendency to confuse. Normally, there is a VP or Director heading up the Marketing department, and another VP or […]

Filed Under: General Management, Operations, Product Marketing/Management, Promotion, sales Tagged With: CEO, company politics, compensation, conflict, consultant, consulting, consumer software, department, departmental conflict, forecast, lead generation, management, marketing, MBO, Organizational Structure, Phil Morettini, PJM Consulting, product management, product marketing, sales, sales organization, software, tech, technology, VP Marketing, VP Sales, VP Sales and Marketing

By Phil Morettini 2 Comments

Integrating the Marketing and Engineering Functions at Technology Companies

In most tech companies, Product Marketing and Product Development/Engineering are managed separately. There is usually one VP over the Product Development function and another VP over the overall marketing function, which usually (but not always) includes both current product management/marketing and future product planning. While this is certainly an appropriate way to organize a software […]

Filed Under: General Management, hardware, Product Marketing/Management, Software/Product Development Tagged With: CEO, collaboration, conflict, consulting, developer driven, engineering, hardware, high tech, management, market, marketing, new product, Phil Morettini, PJM Consulting, Product Development, product management, product manager, product marketing, product planning, relationship, SaaS, software, software developer, tech, technology, VP

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

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

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