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You are here: Home / Archives for top down

By Phil Morettini Leave a Comment

Enterprise Tech Sales: Top Down Selling vs. Bottom Up Marketing

Selling strategy is an under-appreciated aspect of a technology company’s overall business model strategy. Far too often I find the decision on how to approach sales being made haphazardly, or in many cases, not intentionally at all! A company will often just start hiring sales reps and turning them loose, with little upfront consideration on […]

Filed Under: sales Tagged With: bottom up marketing, bottom up sales, enterprise, enterprise marketing, enterprise sales, enterprise selling, sales strategy, top down, top down marketing, top down sales, top down selling

By Phil Morettini 1 Comment

How To Calculate Software Or SaaS Target Market Size

Estimating the size of a market segment is one of the fundamental activities of software company strategic planning and product marketing. Depending upon the company stage, this task can fall to a company founder in a startup, a product manager in a slightly more mature company, or a strategic planner in a large software company. […]

Filed Under: Corporate Strategy, Startup/Early Stage Tagged With: bottom up, market research, market segment, market size, market size estimation, market sizing, primary market research, SaaS, SaaS startup, secondary market research, software, software product marketing, software startup, TAM market size, top down

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 game official is noticed is when they do something wrong! Similarly, a forecaster’s primary aim is too stay out of the “news”. Unfortunately, sales forecasting methods for new tech products don’t always allow […]

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

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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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