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Morettini on Management

Morettini on Management
Phil Morettini provides commentary on the High Tech industry, as well as tutorial articles for C-level managers in Software & Technology companies

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Articles

Creating a Distribution Channel Where One Doesn?t Exist
2012-02-06 22:15:00
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 ...
More About: Distribution , Retail , Creating , Channel

Does Your Company Have a Winning Culture?
2012-01-16 05:38:00
I’ve been reading Bill and Dave (subtitled: How Hewlett and Packard built the World’s Greatest Company ) by Michael Malone. He’s a great writer, and it’s an important business story; I heartily recommend it. Being an ex-HPer, I have tremendous respect, bordering on reverence for the “HP Way”, which was the basis for the culture at Hewlett ...
More About: Culture , Startup

Extending Your Technology With Spinoff Products
2011-12-06 00:02:00
Many software and hardware businesses, particularly smaller ones, are religiously focused on a specific vertical market. As well they should; focus is one of the most important attributes that can bring a business from startup to a strong growing business. This is often one of the key areas I concentrate on with many of my ...
More About: Software , Technology , Products , Management , Startup

The New Corporation and Chronic Unemployment
2011-11-13 01:47:00
This article is written primarily for my US readers, although anyone participating in the US marketplace may also have an interest. As I write this article, US unemployment has been stuck stubbornly at 9% or above for 2 ½ years. The after effects of what has become known as the Great Recession are lingering, ...
More About: Corporation , Unemployment

What?s Up With HP?
2011-10-17 23:24:00
As regular readers will know, I am a Hewlett Packard alumnus and a longtime admirer of the company. I worked at HP in the eighties, and with hindsight it was one of the finest periods of my career. It was a GREAT place to work, as documented by books and case studies written about the ...
More About: Palm , Acquisitions , Autonomy

Strategic Implications of the Google-Motorola Mobility Deal
2011-09-06 00:01:00
The big question is why is Google doing this? Media reports and analysis of the potential deal has been all over the map. Much speculation has centered on the real value being in the large Motorola patent portfolio, to help defend Android against lawsuits. There has been other commentary which points to the possibility of ...
More About: Software , Microsoft , Smart

Social Media Marketing for B2B Tech Companies
2011-08-15 00:17:00
By now, every company has grasped the importance of having a social media presence on the web. Or have they? In discussions with potential clients and others I am actually amazed how many folks have done little or nothing in the area of social media marketing. Why do you think this is? Some business executives immediately associate ...
More About: Marketing , Social , Media , Companies , Online Marketing

Health of the Tech Economy
2011-07-18 00:24:00
I was reading an article recently about how the number of new tech startups in my local San Diego area has doubled, to 70 new companies, compared to the same quarter last year. More than half of those startups were in software, computer hardware or communications. The article included a number of other criteria useful ...
More About: Economy , Health , Financing , Venture Capital , Tech

Will Smartphones Replace PCs?
2011-06-13 00:44:00
Smartphones are taking over the world–the tech world, at least. The computing buzz these days is decidedly mobile. The question is “where does it end”? Do Smartphones continue their growth until they are the dominant or sole computing platform, or does this trend stop somewhere short of that? Let’s look as some of the factors ...
More About: Software , Phone , Smartphones , Smart

Is Outbound Marketing Dead?
2011-05-16 19:05:00
The craze in the marketing world these days is “Inbound Marketing ”–otherwise know as “content marketing”, “permission marketing”, “new marketing” “modern marketing” and a few other buzz-terms. The definitions may vary slightly, but they’re essentially variations on the same theme: Potential customers find you, rather than you (the marketer) approaching them. The current commentary on marketing methods goes ...
More About: Online Marketing , Promotion , Management , Dead

The Rise and Fall of Novell
2011-05-03 17:15:00
Once again one of the great brand names of High Tech has been prominently in the news, this one for it’s demise as a standalone company. This time it?s Novell , Inc. Attachmate announced that it had closed its purchase of Novell, which becomes a brand of Attachmate. The price was $2.2B–not chicken feed, but much ...
More About: Software

Should Your Sales Reps Cold Call?
2011-04-11 22:53:00
In this article we’ll take a look at arguments on both sides, and recommend when and how much cold-calling makes sense. This is an age-old question in sales. Some would say that’s what sales people should be doing. Others believe that if sales reps have to cold call, it’s an indication of poor marketing and very ...
More About: Sales , Cold , Startup , Call

International Expansion: Partner or Invest?
2011-03-13 22:03:00
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 ...
More About: International , Partner , Invest

Is SEO a Legitimate Marketing Technique?
2011-02-15 19:07:00
I have definite ideas on this question. But what got my attention recently was a reference to SEO in a prime time television show (one of the legal dramas) on one of the major US networks. It went something like this: Lawyer: “What are you concerned about?” Client: “I’m concerned that the jury will have a ...
More About: Marketing , Online Marketing , Technique

Wireless Communications and the End of Landlines
2011-01-17 00:02:00
Hi, my name is Phil, and I am a landline user. There, I’ve said it. I feel like I’ve admitted a dirty little secret–maybe should even enter a 12 step program of some sort. After all, I’m a long time, devoted tech guy and lover of gadgets of all kinds. I was a very early and heavy ...
More About: Wireless , Communications

Choosing an Advisory Board for your Tech Company
2010-12-08 00:11:00
Advisory Board s have become a very chic addition to software and hardware companies over the last 5 or 10 years. So what are the key criteria you should use in putting together an advisory board? Well examine this issue below. Prior to the 5-10 year period mentioned above, it was rare to hear of a company ...
More About: Financing , Company , Tech , Startup

Should Microsoft Break Up?
2010-11-29 22:40:00
Once again there have been discussions in the press about breaking up Microsoft . Years ago it was the government pressing the issue because of Microsoft’s perceived monopolistic hold on a number of software markets. Now it’s being driven by shareholders, unhappy with the stock’s unimpressive performance over the last decade. MS management is not fond ...
More About: Break Up , Break

How Soon Should Your Software or Hardware Company Go International?
2010-10-12 19:08:00
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 ...
More About: Hardware , Software , International , Company , Retail

Why is Intel Buying McAfee?
2010-09-07 23:29:00
Intel’s $7.68B announced acquisition of McAfee raised more that a few eyebrows, both in the marketplace and on Wall Street. Does it make sense? It’s hard to say at this point. So much depends upon execution, as well as potential synergies seen by Intel’s management which may not be obvious to outsiders. The price is almost ...
More About: Buying , Intel

Starting and Growing a Software Company in a Difficult Fundraising Environm
2010-08-09 00:22:00
Some would say that it’s ALWAYS a difficult time to raise funds for a startup company. In general, I’d agree. With the exception of a few brief moments, such as pre-Internet Bubble in the late 90’s where money was being thrown around like air, fundraising is hard. There are a few lucky folks that don’t ...
More About: Software , Fundraising , Company , Startup , Growing

Selling SaaS through the VAR Channel
2010-07-19 00:25:00
The move toward Software-as-a-Service (SaaS) is the strongest trend in the software business in recent memory. It changes the software business model is 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 understand ...
More About: Selling , Channel

Selling SaaS through the VAR Channel
2010-07-19 00:25:00
The move toward Software-as-a-Service (SaaS) is 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 understand ...
More About: Selling , Channel

Growing from a Startup to a Mid-Market Software or Hardware Company
2010-06-08 20:22:00
Every stage of a company’s growth holds unique challenges. In my opinion, startup to about $2M in revenue for a software company, and startup to $10M for a hardware company is the hardest phase of all. But growing a business is almost always hard, and there are several natural revenue levels where companies tend to ...
More About: Hardware , Software , Market , Company , Startup

Is HP acquiring Palm a good idea?
2010-05-14 17:28:00
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 Smart phone market. The company had staked its future on its new WebOS software platform and the recently release ...
More About: Idea , Acquisitions , Good

Is Google Actually Good or Evil?
2010-04-18 00:34:00
I know this has been a topic that’s been discussed at length by many other folks. But a recent personal experience caused me to explore it further. Regular readers of this Blog may notice a different look and feel this month. That’s because I’ve recently transitioned my Blog from Google ’s Blogger platform to WordPress. Like most software ...
More About: Online Marketing , Evil , Good , Blogspot

What is the Best Place to Locate a Tech Company?
2010-03-30 02:28:00
There are many great places in the world where software and technology companies thrive. Outside the US, India has a rich history and deep resources in software development. Brazil, China and Eastern Europe also are emerging, low cost development centers. All of these areas are better know for outsourced software development services, however, and are only slowing ...
More About: Company , Tech , Place

What is the Best Place to Locate a Tech Company?
2010-03-29 18:39:00
There are many great places in the world where software and technology companies thrive. Outside the US, India has a rich history and deep resources in software development. Brazil, China and Eastern Europe also are emerging, low cost development centers. All of these areas are better know for outsourced software development services, however, and are only slowing emerging as homes of actual
More About: Company , Tech , Place

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