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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 3 Comments

VAR vs. Retail Distribution in Software and Technology Markets

There is always a lot of talk in the software and hardware industries about distribution through the “Channel”. Generically that means selling through some type of a third party company, rather than selling directly to the end customer. But in reality the “Channel” includes a wide variety of disparate types of third party resellers. Today […]

Filed Under: Business Development, Distribution Channels, Retail, VARs Tagged With: 3rd party, channel, channel conflict, channel sales, consultant, consulting, consumer software, distribution, hardware, high tech, margins, marketing, multi-channel, Phil Morettini, PJM Consulting, reseller, Retail, retailer, software, strategy, tech, technology, turnover, VAR

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 15 Comments

Marketing and Selling Technology Products through the Value-Added Reseller (VAR) Channel

Selling through multiple channels is one of my preferred strategies in technology marketing. If done properly, it allows a company to fully exploit its expensive, hard-earned intellectual property to the maximum extent. One of the most popular channels (and one of my favorites) used to sell B2B software and hardware is the Value-added Reseller, or […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, enterprise software, Product Marketing/Management, sales, Startup/Early Stage, VARs Tagged With: B2B, business model, channel, channel conflict, channel sales, consultant, consulting, direct sales, distribution, distributor, marketing, Phil Morettini, PJM Consulting, reseller, sales, software, startup, techology, VAR, VAR Channel

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

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

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