The Strategic Secret Shopper

what are your competitors saying?

Read more
 

What’s Your Pricing Metric?

it’s the unit, not the price

Read more
 

Open Innovation: A Great Strategy Book

I’ve had the chance to read Henry Chesbrough’s new book, “Open Innovation: the New Imperative for Creating and Profiting from Technology.” It’s an insightful mix of practice and theory about how big technology companies are shifting their thinking about R&D — and the opportunities this creates for little companies.  Following are a synopsis, a brief author bio, and two lessons I found especially important for start-ups.  I hope you’ll buy a copy.

Read more
 

Mo’ Beta

setting reasonable expectations

Read more
 

"Goldilocks" Packaging

goldilocks

Established companies in established markets generally have some standard ways to package and price their new offerings. Product extensions are benchmarked against the existing product line or the other guy’s features and prices.  This leaves product managers focusing on “faster, cheaper, better, more.” In a brand-new market, though, there are fewer guideposts.  Close competitors may not exist.  Even before final products are ready, you need to define initial packaging and pricing for your fledgling sales force and prospects.  Otherwise, the sales team will invent it haphazardly, one visit at a time.  Here’s a starter approach that I’ve called “Goldilocks” packaging.

Read more
 

So Your Product Wants to Be a Service…

deskbell

not so easy

Read more
 

Early Selling: Thoroughbreds and Explorers

finding the start-up mentality

Read more
 

Getting into Customers’ Heads

How can we get inside our prospects’ heads early in the product cycle so that our “next new thing” meets their needs and desires? Or… paraphrasing Freud’s famous question about women, “What do customers want?”

Read more
 

Avoiding a Ticking B-O-M

software bills of materials

Read more