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You are here: Home / Archives for OEM

By Phil Morettini 4 Comments

Negotiating and Working with Large Technology OEM Partners

The Holy Grail for many software and hardware companies–especially the early stage type– is the big deal. Everyone is looking for the big deal, the one that will fund the company’s early activities, provide market credibility and momentum in the marketplace. Of course, if all goes well there can be nothing better. Many times the […]

Filed Under: Business Development, Business Models, Corporate Strategy, Distribution Channels, enterprise software, sales, Startup/Early Stage Tagged With: business model, channel, channel sales, consultant, consulting, distribution, early stage, eary stage, hardware, high tech, license, negotiate, OEM, OEM partner, partner, Phil Morettini, PJM Consulting, resell, software, startup, strategy, tech, tech OEM, technology

By Phil Morettini 6 Comments

Selling Through OEMS

I’ve previously discussed selling through VARs as a distribution channel strongly favored (maybe a bit too much!) by many early stage technology and software companies. In this article I’m going to look at another “holy grail” channel that is often misunderstood and misused: The Hardware & Software OEM Channel. This channel can pay big dividends, […]

Filed Under: B2C, Business Development, Business Models, Corporate Strategy, Distribution Channels, hardware, Product Marketing/Management, Startup/Early Stage Tagged With: business model, channel, channel sales, consultant, consumer software, distribution, high tech, marketing, OEM, Phil Morettini, PJM Consulting, selling, software, startup, strategy, tech, technology, VAR

By Phil Morettini 7 Comments

Channel Conflict

In my consulting practice I do a lot of work with software and hardware companies in area of channel development.  One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force. Of course, my colleagues in […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, Retail, sales, VARs Tagged With: affilates, B2B, channel, channel sales, conflict, direct sales, distribution, distribution strategy, distributor, independent rep, Integrator, OEM, one step distribution, online sales, Phil Morettini, PJM Consulting, reseller, Retail, sales, sales rep, two step distribution, VAR

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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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