Understanding the Opportunities of Buy-Side Economics
As CEOs of our products, we product managers have a lot to do. Traditionally, this has included “build-versus-buy” decisions. The…
Requirements
44 posts
Disruptive Pricing Units
During a miserable week of domestic air travel during June, I noticed new fees suddenly appearing for checked baggage and…
Grocers and Chefs: Software Service Models
This article captured an April 2007 talk I did at SVPMA [http://www.svpma.org].
The original slide deck is…
Service Revenue and Upsell Marketing
Much of my consulting lately involves on-demand services (aka software-as-a-service, or “SaaS”). I’m seeing ever-growing interest from business customers…
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…
Owning the Gap
Product managers are usually the people who “own the gap” for their specific products: identifying all of the missing or…
Open Source: Tree Museums
2005 was a great year for open source developers and solutions, with a dramatic boost in credibility, tools and respect.…
Sharks, Pilot Fish, and the Product Food Chain
When you’re launching a new venture, one of your hungry competitor earliest considerations is how your innovation might fit…
Risk-Sharing and Customer-Perceived Value
Whenever customers buy your product or service, there’s a leap of faith that they will get value from you.…
Sales-Friendly Price Lists
Price lists are never quite current enough, sufficiently detailed, or cover enough of the awkward special situations that customers raise.…
Insider Thinking
Product managers and other product champions spend a lot of their time driving internal processes and decisions — the daily incremental…
The Roadmap Less Traveled
Every tech start-up struggles to create a roadmap: that short set of PowerPoint slides which defines the next six quarters…