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By Phil Morettini 3 Comments

Is HP acquiring Palm a good idea?

To answer the question posed in the title, it definitely is if you’re Palm! A long time player and sometime innovator in the mobile device marketplace, Palm was rapidly losing steam, market share and relevancy in the hyper-competitive Smartphone market. The company had staked its future on its new WebOS software platform and the recently […]

Filed Under: Business Models, Corporate Strategy, hardware, Mergers & Acquisitions, Retail Tagged With: acquisitions, business model, growth, hardware, Hewlett Packard, high tech, HP, M&A, management, market, Palm, Palm Pre, Phil Morettini, PJM Consulting, product, sales, SmartPhone, software, strategy, tech, technology, WebOS

By Phil Morettini 2 Comments

Inside TeleSales versus Outside Sales in Software and Hardware Companies

There are many ways to deliver your software and hardware products to the market. For example, one and two step distribution through third party channels, direct marketing/sales over the Internet, OEM relationships, even retail for B2C products and many variations of these, as well as many other methods. One classic method of delivering products to […]

Filed Under: Business Models, Corporate Strategy, sales, Startup/Early Stage Tagged With: business model, channel sales, consultant, consulting, direct sales, distribution, early stage, high tech, inside sales, management, market, marketing, outside sales, Phil Morettini, PJM Consulting, SaaS, sales, sales force, software, strategy, technology, telesales

By Phil Morettini 4 Comments

Integrating Sales & Marketing at Software and Hardware Companies

In some – but not all – tech companies the Sales and Marketing functions are managed separately. They are separate, but closely related functions that some people without a strong background in either function have a tendency to confuse. Normally, there is a VP or Director heading up the Marketing department, and another VP or […]

Filed Under: General Management, Operations, Product Marketing/Management, Promotion, sales Tagged With: CEO, company politics, compensation, conflict, consultant, consulting, consumer software, department, departmental conflict, forecast, lead generation, management, marketing, MBO, Organizational Structure, Phil Morettini, PJM Consulting, product management, product marketing, sales, sales organization, software, tech, technology, VP Marketing, VP Sales, VP Sales and Marketing

By Phil Morettini 10 Comments

Forecasting New Technology Products

Forecasting is a thankless job. It’s a lot like being a referee or umpire in your favorite sport; the only time a sports game official is noticed is when they do something wrong! Similarly, a forecaster’s primary aim is to stay out of the internal company “news”. Unfortunately, sales forecasting methods for new tech products […]

Filed Under: market research, Product Marketing/Management, Startup/Early Stage Tagged With: bottom up, forecast, forecasting, hardware, new product, product, product management, product marketing, revenue, sales, sales forecasting methods, smoothing, software, technology, top down, trend, units

By Phil Morettini 4 Comments

Business Models in the SMB Market

The SMB market is often a popular topic for hardware and software companies. Of course, first and foremost everyone wants to sell to the Enterprise market. But as a result, competition is fierce and standards are very high for these select large companies. If you get to the Enterprise market early with an innovation that […]

Filed Under: Business Models, Corporate Strategy Tagged With: business model, distribution channels, enterprise, hardware, inside sales, IT department, market, marketing, medium sized business, outside sales, Pricing, product, SaaS, sales, small business, smb, SMB market, SMBs, SME, software, Software as a Service, value proposition, VAR, VARs

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PJM Consulting

10644 Amberglades Lane
San Diego, CA 92130
(858)792-1062

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

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