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…
Customer Thinking • 6 min read AI-Washing We’re at the top of the AI/LMM/Chatbot hype cycle. Every biz publication is deliriously covering this. Stories…
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…
Economics • 1 min read Rochester NY: ITX Product + Design Conference 2023 Where: Rochester, NY in person When: June 22/23 Event details here This conference celebrated the power of UX design,…
Economics • 1 min read Webinar: Reducing Product Waste (and achieving great outcomes) When: Thursday 11 May at 17:00 UK / 18.00 CEST / 12:00 EDT / 09:00 PDT Host: Product Focus…
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 Major Migrations Are An Organizational Challenge, Not Just a Technical Challenge I’ve sat through planning for scores of major B2B migrations, and implemented a half-dozen of my own. Usually the…
Agile • 1 min read Podcast: Agile & Sales-Led Development I joined Murray Robinson and Shane Gibson on their No Nonsense Agile Podcast to talk about the problem with sales-led…
Customer Thinking • 5 min read Why Product Request SLAs Fail Building on a post from last July about Incompatible Worldviews… Almost every Go-to-Market-side enterprise stakeholder I interview tells me that…
Economics • 12 min read “A Working Request Process Should End in YES” (aka Incompatible Worldviews) Enterprise Sales/Solutions teams see the world one customer at a time; Product/Development teams see cumulative market impact and aggregate technical demand. These are fundamentally in conflict...…
Portfolio Management • 4 min read Watering Down SaaS ARR I been doing occasional product due diligence this year for a few PE/VC firms, helping them vet potential investments…