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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 1 Comment

How Soon Should Your Software or Hardware Company Go International?

This is a question that frankly doesn’t come up often enough at early stage tech companies. There is usually an assumption that you first conquer your home market and then sometime WAY down the road when you are already flush and successful, it will be time to expand internationally. US-based tech companies are most guilty […]

Filed Under: Business Development, Business Models, Corporate Strategy, Distribution Channels, hardware, Retail, SaaS, sales, Startup/Early Stage, VARs Tagged With: Business Development, business model, channel, channel sales, direct sales, distribution, early stage, hardware, high tech, international, internet, market, marketing, Phil Morettini, PJM Consulting, product, Retail, sales, sales force, software, startup, strategy, 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 1 Comment

Retail Distribution of Software Products

Selling software at retail at one point in time was the “Holy Grail” for consumer, home office and small office software suppliers. That’s where the volume was. Everything that a company did starting up was intended to build enough volume to get into a distributor, so they could then pursue shelf space at the major […]

Filed Under: B2C, Corporate Strategy, Distribution Channels, Pricing, Promotion, Retail Tagged With: consumer, consumer software, distribution, distributor, home office, internet, ISV, Retail, retail software, retailer, small office, software, SOHO

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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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