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You are here: Home / Archives for VAR

By Phil Morettini Leave a Comment

International Expansion: Partner or Invest?

This is an age-old question facing software and hardware companies. In this article we’ll examine the pros and cons, as well as the specific conditions that should drive your decision process. Two basic options confront a tech company considering a foray outside of their home market: Set up your own subsidiary, hiring your own employees […]

Filed Under: Business Development, Business Models, Corporate Strategy, Distribution Channels, hardware, Startup/Early Stage, VARs Tagged With: business model, channel, channel sales, consultant, consulting, direct sales, distribution, distributor, hardware, high tech, international, management, market, partner, Phil Morettini, PJM Consulting, SaaS, software, startup, strategic partner, strategic partners, strategy, 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 14 Comments

Selling SaaS through the VAR Channel

The move toward Software-as-a-Service (SaaS) has been the strongest trend in the software business in recent memory. It changes the software business model in a number of fundamental ways. For the purposes of this article, I’m assuming the reader has a basic understanding of the SaaS business model. I’m also going to assume a basic […]

Filed Under: Business Models, Corporate Strategy, Distribution Channels, enterprise software, SaaS, sales, VARs Tagged With: B2B, business model, channel marketing, channel sales, conflict, direct sales, distribution, marketing, online, Phil Morettini, PJM Consulting, product marketing, SaaS, software, Software as a Service, software developer, traditional software license, VAR

By Phil Morettini 4 Comments

Promoting Software and Hardware Products through the VAR Channel

With the exception of a few software and hardware vendors who sell super-expensive products to the largest enterprises, a large percentage of tech companies uses the Value Added Reseller (VAR) channel to one extent or another. So how do you best go about doing this successfully? Create a great product, throw it to the channel, […]

Filed Under: Business Models, Distribution Channels, Promotion, VARs Tagged With: channel marketing, channel promotion, channel sales, consumer software, coop marketing, distributor, hardware, high tech, marketing, Phil Morettini, PJM Consulting, Promotion, resellers, SaaS, software, technology, value added reseller, VAR, VAR program, VAR success

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

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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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