I’m honored to make regular trips to Dublin IE, helping DIT deliver an innovative certificate program in product management.

This Feb 2014 module frames the problem of understanding value from the customer’s point of view (not just the vendor), with emphasis on B2B. How do we choose pricing units, what portion of value can we capture, why do we have to do the math/thinking in advance for customers?

It’s obvious on inspection that tech products need some price in order to be sold, and that strategic thinking turns some products into winners. (You’d prefer not to be managing the other kind.)