Webcast with John Peltier

John Peltier is a seasoned product manager out of Atlanta, and does a periodic  John Peltierwebcast with guest product folks posted on his Product Owner Vision blog.  He generously included me in an interview posted on12 December.  We recorded a half hour discussion covering:

  • How Product Camps can increase awareness among senior and executive level product management
  • How product managers can help engineering organizations to understand what product managers do outside of engineering to help ensure the success of a product
  • Options for a product manager to advance in the field

Listen to the entire session here.

Does Your Product Suck?

lemonIt’s been a tough week on the technical front, with a variety of products failing to perform their core functions for me. Which prompts a somewhat emotional question for those of us who oversee products (or services) for a living:
Does your product suck? Does it #fail to do the one thing that customers buy it for?

Continue reading

Grocers and Chefs: Software Service Models

This article captured an April 2007 talk I did at SVPMA.  The original slide deck is here.

I’m talking with more and more with companies considering a shift from traditional licensing models to hosted software-as-a-service (SaaS). It’s important to recognize the radical changes such a move may force within your entire company.  This column serves up a metaphor for the mental and organizational adjustments needed to move from a “product” model to a service business. Continue reading

Avoiding the Post-Course Correction

As early as 1961, Soviet and American space scientists planned for mid-course corrections: those tiny bursts of rocket power designed to keep spacecraft on their trajectories to the Moon, Mars and beyond.  With such long voyages, mid-course corrections are crucial to keeping space flights on track with the minimum of effort – and reserving fuel for later adjustments.

the Moon!The high-tech opposite of this is something I’ve come to think of as the “post-course correction.”  This is the panicky “oops” moment when your startup realizes – much too late – that its core strategy and assumptions are flawed.  In space terms, you’ve missed the moon and don’t have enough resources left for dramatic course changes.  There’s still air in the cabin (money in the bank), but little hope of a soft landing. Continue reading

Insider Thinking

Product managers and other product champions spend a lot of their time driving internal processes and decisions — the daily incremental struggle for progress on pricing, packaging, release schedules, upgrade policies and other bits of the production puzzle. This relentless motivation is indispensable, the tech equivalent of keeping the trains running on time. PMs should also be spending time with customers, refreshing their sense of needs and marketplaces. Continue reading

The Strategic Secret Shopper

Investigative hat I’ve often played the “secret shopper,” hired to approach key competitors as a customer or as a consultant to a prospective customer.  The goal is to find out in detail what the Other Guys are really saying about themselves — and about you — plus specifics on their products, pricing, positioning, channels and delivery dates.

It’s very difficult for insiders to do this because [1] return phone calls to their office voicemail give away the game immediately, [2] competitive analysis needs consistency and concentration during several weeks of sporadic discussions, and [3] internal product managers/product marketers already believe they know the answers. Continue reading

Mo' Beta

At some time in every product cycle, the executive team wants to help product management “improve” its customer beta process.*  This is generally because the last beta took too long, didn’t get enough useful customer feedback, or failed to prime the revenue pump for a post-GA sales blitz.  Notice that these three goals are mutually exclusive…

One way out of the beta dilemma is to recognize the different audiences and objectives for a beta cycle, then structure different programs for each.  Here, I’ve sorted beta prospects into three camps: the Loyal Opposition, the Overcommitted, and the Reluctant Volunteers. Continue reading

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 especially attractive if sales of our product-as-a-product are less than planned.  Here’s a short exploration of the opportunities and pitfalls in moving from a product model to a service model.

hotel reception bell
First, we’ll step through some successful service models including application hosting, transaction-based, and subscriptions.  Then, sketch an example to highlight some of the advantages and challenges of services versus classic product sales. Continue reading