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By Phil Morettini Leave a Comment

Dell Computer

Dell has been in the news recently, and like many big companies that have had a glitch in their performance, not in a good way. Slowing revenue growth, accounting scandals and customer service issues–you’ve heard it all before. By the way, where was the seminar that all big company managements attended, encouraging them to cut […]

Filed Under: B2C, Business Models, Corporate Strategy, Distribution Channels, General Management, Online Marketing, Retail, sales, VARs Tagged With: accounting, CEO, computer, Dell, direct, distribution, hardware, indirect, Michael Dell, scandal, strategy

By Phil Morettini 8 Comments

Technology Sales & Marketing-Is a direct or indirect approach best?

A question that often arises with early-stage software and hardware companies is “How should we sell our product? Should our technology sales approach be to sell directly, or should we sell through distributors, dealers/retailers, or OEM partners?” Best Technology Sales Method: It depends The answer, like most topics discussed in this forum, is rarely as […]

Filed Under: Business Models, Distribution Channels, VARs Tagged With: business model, channel, channel conflict, channel sales, consultant, consulting, direct sales, distribution, distributor, early stage, high tech, indirect, internet, marketing, online, product marketing, Promotion, SaaS, sales, software, tech, technology, VAR

Article Categories

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  • VARs
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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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