Where Should PM Report?
A perennial problem for Product Management (PM) is finding the right organizational home. In companies large enough to have a…
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Parenting and the Art of Product Management
Over the years, I’ve told variations of this story many times: being a product
champion is a lot like…
The Roadmap Less Traveled
Every tech start-up struggles to create a roadmap: that short set of PowerPoint slides which defines the next six quarters…
The "Null Service"
As customers get more interested in hosted services and ASPs, a lot of product
teams are re-conceiving their packaged software…
The Strategic Secret Shopper
I’ve often played the “secret shopper,” hired to approach key competitors as a
customer or as a consultant to…
What’s Your Pricing Metric?
I’m often involved in pricing discussions, which are typically introduced as
“what’s the right price for my product?…
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…
Mo’ Beta
At some time in every product cycle, the executive team wants to help product management “improve” its customer beta process.…
"Goldilocks" Packaging
Established companies in established markets generally have some standard ways
to package and price their new offerings. Product extensions are…
So Your Product Wants to Be a Service…
Sometimes we take a fresh look at a product, with the thought of turning it into a service. This is…
Early Selling: Thoroughbreds and Explorers
Start-up selling is different from selling established products. It includes navigating new product waters and locating islands of early adopters…
Getting into Customers’ Heads
Sometimes, at the end of a heroic development effort, we find lukewarm prospects instead of purchase-order- waving customers. How can…
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