company strategy • 6 min read Revenue Goals are Not Company Strategies We’re in the Silly Season: companies of all sizes are doing annual planning — intending to lock down 12 months…
Economics • 11 min read Moving from Services to Products I’ve written a lot about the huge organizational and technical gulf between services companies and product companies. (See this…
Organizations • 11 min read The Chocolate Cake Problem In my experience, there’s usually a fundamental misalignment between two broad groups at software companies – especially B2B/enterprise companies…
Economics • 1 min read Interview: How to Prevent Product Waste UserTesting's Mike Mace interviewed me for The Center for Human Insight and produced this long-form post. We covered a lot…
Product Strategy • 9 min read Product Models, Service Models, and Investor Valuations Almost every week, I have a conversation with executives at B2B software companies who don’t see a bright-line distinction…