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By Phil Morettini 3 Comments

Creating a Distribution Channel Where One Doesn’t Exist

One of the least well understood activities in growing a hardware or software business is the building of distribution channels. This looks very easy to the uninitiated, but in reality it’s extremely difficult. There are many subtleties that are far from obvious and some aspects that are necessary for success are downright counter-intuitive. Building a […]

Filed Under: Business Development, Business Models, Corporate Strategy, Distribution Channels, enterprise software, hardware, sales, VARs Tagged With: alternative distribution, business model, channel sales, consulting, distribution, distributor, hardware, high tech, market, non-traditional distributor, Phil Morettini, PJM Consulting, reseller, Retail, software, strategy, tech, technology, VAR

By Phil Morettini Leave a Comment

International Expansion: Partner or Invest?

This is an age-old question facing software and hardware companies. In this article we’ll examine the pros and cons, as well as the specific conditions that should drive your decision process. Two basic options confront a tech company considering a foray outside of their home market: Set up your own subsidiary, hiring your own employees […]

Filed Under: Business Development, Business Models, Corporate Strategy, Distribution Channels, hardware, Startup/Early Stage, VARs Tagged With: business model, channel, channel sales, consultant, consulting, direct sales, distribution, distributor, hardware, high tech, international, management, market, partner, Phil Morettini, PJM Consulting, SaaS, software, startup, strategic partner, strategic partners, strategy, VAR

By Phil Morettini 3 Comments

Starting a Software Company in a Difficult Fundraising Environment

Some would say that it’s ALWAYS a difficult time to raise funds for a startup software company. In general, I’d agree. With the exception of a few brief moments, such as pre-Internet Bubble in the late 90’s where money was being thrown around like air, fundraising is hard. There are a few lucky folks that […]

Filed Under: Business Models, Corporate Strategy, enterprise software, Financing, General Management, SaaS, Software/Product Development, Startup/Early Stage Tagged With: Angel investors, business model, consultant, consulting, distributor, early stage, growth, internet, investors, management, online, Phil Morettini, PJM Consulting, Product Development, SaaS, software, startup, strategy, VC, Venture Capital

By Phil Morettini 4 Comments

Growing from a Startup to a Mid-Market Software or Hardware Company

Every stage of a company’s growth holds unique challenges. In my opinion, the startup phase until to about $2M in revenue for a software company as well as startup to $10M for a hardware company is the hardest stretch of all. But growing a business is almost always hard and there are several natural revenue […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, General Management, mid-market, Operations, Startup/Early Stage Tagged With: bureaucracy, business model, business process, capitalization, CEO, channel, consulting, distribution, distributor, hardware, high tech, hiring, management, mid-market, Phil Morettini, PJM Consulting, Product Development, software, startup, strategy, Venture Capital

By Phil Morettini 4 Comments

Promoting Software and Hardware Products through the VAR Channel

With the exception of a few software and hardware vendors who sell super-expensive products to the largest enterprises, a large percentage of tech companies uses the Value Added Reseller (VAR) channel to one extent or another. So how do you best go about doing this successfully? Create a great product, throw it to the channel, […]

Filed Under: Business Models, Distribution Channels, Promotion, VARs Tagged With: channel marketing, channel promotion, channel sales, consumer software, coop marketing, distributor, hardware, high tech, marketing, Phil Morettini, PJM Consulting, Promotion, resellers, SaaS, software, technology, value added reseller, VAR, VAR program, VAR success

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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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