Cambridge: Software Pricing Demystified (Business of Software Europe)

Software is intangible: it doesn’t have weight or size or per-unit manufacturing costs.  But if we’re in the software business, we have to assign units and prices that reflect our value to customers.  And we should be mapping out pricing strategy before we start development, not the day before product launch. 

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My Stories Are Too Short…

My team says that my stories are too short, insufficient. Except when they say I’m long-winded, overspecifying HOW instead of WHAT. What’s really happening? Thoughts on engaging with our teams to unpack issues and work better together.

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Auckland: “Saying No to Good Ideas”

We can’t do everything, even if our executives believe we can.  So how do we decide what to focus on – and say NO to a huge stack of good ideas that crowd out the best ideas? Bruce McCarthy and Rich Mironov joined Product Tank Auckland to talk about frameworks, collaboration and executive interrupts.

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Why CEOs Should Not Be Our Primary Source of Customer Input

It’s easy for CEOs to think that they personally are the best-informed people within their companies about what customers need and what markets want. In reality, product and design teams have the time, focus, expertise, and large numbers of non-selling interviews to do more objective validation of product ideas.

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Rosenfeld Podcast: Managing Multiple Points of View

Rich joined Lou Rosenfeld’s design podcast to talk about cross-functional collaboration between product and design; CEO perceptual biases; scaling up product organizations; and Enterprise Experience 2019 conference.

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What Do Product Leaders Worry About? (Survey)

My year-end survey of 120 product leaders about their top issues: building the right thing, portfolio trade-offs, training/mentoring, capturing authority, and others – including getting products built and to market.

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The Slippery Slope of Sales-Led Development

Occasionally building something unique and small for a single customer makes sense. But enterprise software companies can easily fall into the habit of including custom work in too many of their major deals… with disastrous results. This (long) post lays out root issues and possible solutions.

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Boston: Roadmapping’s Organizational Challenges (Business of Software)

Business of Software

Rich Mironov joins Business of Software Conference in Boston on Oct 1-3 for “What To Do About Your Audience’s Real Roadmap Questions.” Other speakers include Jared Spool, Tania Katan, Peldi Guilizzoni, Claire Suellentrop, David Cancel and Bruce McCarthy.

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How to Make Time for Customer Interviews & Validation

Product leaders need to push their teams toward regular direct user/customer feedback, unmediated by sales or marketing or support. I’m suggesting one live user interview per week. But how can we find time for that, and make it important enough to compete with other urgent work?

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IoT Product Podcast: You Can’t Outsource Strategy

Daniel Elizalde’s IoT podcast covers product leadership, tools, and strategy. I joined this episode to map my 4 Laws of Software Economics to IoT and mixed software/hardware. We also talked about listening directly to customers/ users/ prospects and distinguishing segments from individual accounts.

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