The "Null Service"
As customers get more interested in hosted services and ASPs, a lot of product
teams are re-conceiving their packaged software…
Requirements
44 posts
The Strategic Secret Shopper
I’ve often played the “secret shopper,” hired to approach key competitors as a
customer or as a consultant to…
What’s Your Pricing Metric?
I’m often involved in pricing discussions, which are typically introduced as
“what’s the right price for my product?…
Mo’ Beta
At some time in every product cycle, the executive team wants to help product management “improve” its customer beta process.…
"Goldilocks" Packaging
Established companies in established markets generally have some standard ways
to package and price their new offerings. Product extensions are…
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…
Getting into Customers’ Heads
Sometimes, at the end of a heroic development effort, we find lukewarm prospects instead of purchase-order- waving customers. How can…
Avoiding a Ticking B-O-M
In our enthusiasm to get started on software projects, we often jump right into the coding and UI design that…