The Slippery Slope of Sales-Led Development

Occasionally building something unique and small for a single customer makes sense. But enterprise software companies can easily fall into the habit of including custom work in too many of their major deals… with disastrous results. This (long) post lays out root issues and possible solutions.

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The Software Development Deli Counter

The revenue side of the house often believes that incremental budgets – or major deals – all that it takes to add new items at the top of the development queue. Like ordering a custom-built sandwich at the deli counter…

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Making Hard Product/Portfolios Decisions (Product Tank SF)

Software executives and software product managers should focus first on putting the right products into their portfolios — since the primary drivers of market success are identifying the right markets, segments and customer problems to solve.

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