"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…
Avoiding a Ticking B-O-M
In our enthusiasm to get started on software projects, we often jump right into the coding and UI design that…
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