Product or Feature?
Stepping out of leadership challenges for a moment, here’s a practical topic that some product managers struggle with: is…
Pricing
17 posts
How (Industrial) Hardware Is Different from (B2B) Software
Product are products, yes? When we talk broadly and generically about product management, we assume that all products/services are…
“Free” Sells (Business Model Required)
I spent a week in early December with the Brainmates team in Sydney and Melbourne Australia, waving the flag for…
Very simple customer savings/ROI template
One of the first things I ask about with a new product team is “how will a customer justify paying…
Site Licenses and Other Real-World Intrusions
We recently finished a major pricing exercise with a start-up in the enterprise software space: tuning up their prices, improving…
EOL from the Customer’s POV
Photo by John Thomas
[https://unsplash.com/@capturelight?utm_source=ghost&utm_medium=referral&utm_campaign=api-credit]
/ Unsplash…
Profitably Pairing Software and Professional Services
Wearing our software product management hats, it’s easy to think that all problems should be solved with software. (To…
Strategic Pricing for Start-Ups and New Products
Rich Mironov led a discussion for SDForum’s Marketing SIG and Start-up SIG
What: “Strategic Pricing for Start-ups, New Products…
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…
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.…