Risk-Sharing and Customer-Perceived Value
Whenever customers buy your product or service, there’s a leap of faith that they will get value from you.…
Why are there Serial Entrepreneurs?
From the outside, it might seem that joining a fledgling start-up should only be about economics and the big payoff:…
Sales-Friendly Price Lists
Price lists are never quite current enough, sufficiently detailed, or cover enough of the awkward special situations that customers raise.…
Insider Thinking
Product managers and other product champions spend a lot of their time driving internal processes and decisions — the daily incremental…
Where Should PM Report?
A perennial problem for Product Management (PM) is finding the right organizational home. In companies large enough to have a…
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.…
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