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Client interaction helped identify that the right logistics strategy can be leveraged to catapult the client from a Service leader to a Cost & Service leader in its market. The project outcome was a roadmap from 2005 to 2009 to achieving success through logistical excellence. The roadmap was implemented across the entire organization giving clarity to each division's role in the improvement process. PJM Consulting provides strategic and tactical Distribution Channel consulting services to both established and early stage software companies.
Our typical engagement utilizes an affordable monthly retainer with no long term commitments. In certain circumstances, we will consider taking a minority part of our compensation in equity, if the situation warrants it and it is the clients desire. To learn more about how we approach Channels, you can read articles on our Blog focused on Distribution Channels or VARs specifically, or view a Video on Selling and Marketing Software through the VAR Channel.
Everybody loves to see an ad of their newest product in their favorite magazine or website.
Contact PJM Consulting today for a no-obligation discussion of your distribution channel needs!
Concurrent with re-aligning our company's operations for this new focus he improved our existing operations, including dramatically enhancing our consumer distribution channels--raising the number of retail outlets carrying our software from less than 10 stores to in excess of 1500. Marketing and Selling Technology Products through the Value-Added Reseller (VAR) ChannelSelling through multiple channels is one of my preferred strategies in technology marketing. The Rise and Fall of NovellOnce 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.
Contrasting Software & Hardware BusinessesMuch of my consulting practice centers on working with software-based companies.
Channel ConflictIn my consulting practice I do a lot of work with software and hardware companies in area of channel development.  One of the hardest things to manage while growing a channel business is the inevitable conflict between all the players throughout your various distribution methods, including your direct sales force.
Flattening of the Growth CurveIn every company’s history there comes a time (or two or three or four times!) when your momentum slows and the sales curve begins to flatten. Product Marketing Strategy helps manufacturers with product marketing, product strategy, and marketing strategy to maximize profitability over the product life cycle. This rapid change in distribution channel power begs the question, “Were your advertising and promotional programs developed for a different time, with different objectives than are needed today?” How many manufacturers still have promotional programs and co-op advertising programs directed toward distribution? Maybe it is time to review your answers to these questions and rethink your channel strategy!
This entry was postedon Tuesday, July 2nd, 2013 at 2:40 pmand is filed under Product Marketing Strategy.
AHMA’s 2000 International Hardware Week Education Program was a tremendous success this year due in no small part to your involvement and the presentation you made to participants. Poisson Distribution, coupled with historical data, can provide a method for calculating the likely number of goals that will be scored in a soccer match. Poisson Distribution is a mathematical concept for translating mean averages into a probability for variable outcomes.
Before we can use Poisson to calculate the likely outcome of a match, we need to calculate the average number of goals each team is likely to score in that match. Selecting a representative data range is vital when calculating Attack and Defence strengths – too long and the data will not be relevant for the teams current strength, while too short may allow outliers to skew the data.


The first step in calculating Attack and Defence strengths based upon last season’s results is to determine the average number of goals scored per team, per home game, and per away games. We can now use the numbers above to calculate the Attack and Defence Strength of both Manchester United and Swansea City for their match on August 16th, 2014.
All we need to do is enter the different goals outcomes (0-5) in the Random Variable (x) category, and the likelihood of a team scoring (for instance, Swansea at 1.022) in the average rate of success, and the calculator will output the probability of that score. As both scores are independent (mathematically-speaking), you can see that the expected score is 1 – 1. Now you know how to calculate outcomes, you should compare your result to a bookmaker’s odds to help see how they differentiate. The above example showed us that a 1-1 draw has a 12.59% chance of occurring, according to our model. To do this, simply calculate the probability of all possible draw combinations and add them together.
Of course, there are actually an infinite number of draw possibilities (both sides could score 10 goals each, for example), but the chances of a draw above 5-5 are so small that it’s safe to disregard them for this model.
Poisson Distribution is a simple predictive model that doesn’t allow for a lot of factors. In this case, it means the huge x-factor of Manchester United’s first Premier League game with new manager Louis Van Gaal is entirely ignored.
Correlations are also ignored; such as the widely recognised pitch affect that shows certain matches have a tendency to be either high or low scoring. These are particularly important areas in lower league games, which can give punters an edge against bookmakers, while it’s harder to gain an edge in major leagues, given the expertise that modern bookmakers like Pinnacle Sports possess. By accessing, using or navigating throughout this site you accept that we will use certain cookies to improve your customer experience.
Recommendations ranged from redesigning the network, reducing the number of network nodes, optimizing inventory, performance monitoring and setting up an IT infrastructure for direct sales and delivery.
We can be retained for as little as a few weeks of “intensive intervention” with a troubled channel business or indefinitely to provide ongoing, long term advice.
In addition to our conventional management consulting engagements, we are also available to serve as your interim VP-Marketing, VP-Business Development, VP-Sales. Adjusting or completely re-vamping an existing channel strategy is often an area of low-hanging fruit to set the stage for a turnaround.
Is the sales compensation plan fully aligned with overall corporate goals, and does it limit conflict with direct accounts? From potential channel partners to vendors who offer non-competitive products to the same target audience (with readily accessible channel partners), there’s great potential to partner when trying to access new channels.
If done properly, it allows a company to fully exploit its expensive, hard-earned intellectual property to the maximum extent.
But I have substantial hardware market experience as well, and I also work with hardware companies. This can be one of the most trying and frustrating times for software and hardware companies. Whether your product is sold through a single channel or multiple channels, it is critical that your channel strategy is developed with a full understanding of where the power is in each channel of distribution. His guidance through collaboration and the educational materials he has developed has provided me the ability to better understand and grow my products and business.


Bettors will find this simple method of how to calculate the likely outcome of a soccer match using Poisson Distribution very useful. But what if you wanted to bet on the “draw”, rather than on individual score outcomes? Unfortunately it isn’t as simple as that, which is why pure Poisson analysis has limitations.
Pinnacle Sports uses cookies to improve your user experience only and will not interfere with your privacy. The Class II Remote Gaming licence has been issued the 3rd March 2015 to PinBet Malta Ltd, whose registered address is at Susan Court B1, Triq il-Prinjolata, Ta’Xbiex, XBX 1130 Malta, by the Malta Gaming Authority. Are you only selling in your home country, leaving the rest of the world to your competitors?
But you have a limited marketing budget and window to hit your revenue targets—are these the fastest and most efficient ways to the promised land?
Strategic partnering can be very inexpensive when done by experienced and skilled business developers. Phil Morettini helped us re-position our company and product line, changing the emphasis from consumers to business customers. So what are the differences and similarities between successful software and hardware businesses? For the purposes of this article, I’m assuming the reader has a basic understanding of the SaaS business model. How much more beneficial would it be to phase these programs down and out while redirecting those expenditures in a new direction? Robert's expert knowledge along with his thorough and calm nature is a breath of very supportive and valuable fresh air. Poisson Distribution, a formula created by French mathematician Simeon Denis Poisson, allows us to use these figures to distribute 100% of probability across a range of goal outcomes for each side. We have worked in a wide range of products, technologies, markets and price points, including SaaS, traditionally licensed, consumer, enterprise and more. What expenditures are truly driving the business, and which could be eliminated with no adverse impact whatsoever? We can help make sure that your hot product moves as fast through sales channels as possible. Every product, target market and market stage is a little different—and no one marketing mix “fits all”. Learn which departments are core, and which activities would be more efficiently outsourced. We can design a marketing approach that maximizes your marketing effectiveness through just VARs or ALL channels.
Combined, it made it possible to do cross dock shipping and even ship directly to the stores.
Let us design the best plan for your situation—and stay with you to implement it until you’ve reached success.



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