Be an integrator, translator and communicator. Don’t be a terminator. I’m sure you’ve heard the phrase that Product Managers are “the hub of the wheel”. I really don’t like that [ … ]
Category: Pricing
Good PR or another bad pricing move?
If things come in three, I’m expecting another example of bad pricing policy to come my way in the next 24 hours. I just finished writing about how my shoe [ … ]
Value-based pricing
One day last week, my sandals broke. One of the straps just came undone at the seams. These were pretty nice sandals; I got them on sale for $75, but [ … ]
What do you want to read about?
Hello. We’ve been at this for a couple of months now, writing about various PM related (and sometimes unrelated) topics. And while we will continue posting as we see fit, [ … ]
Software as a Service: Just a delivery model?
I was speaking yesterday with someone in charge of the SaaS initiative at a very large technology company. In the conversation he described Software as a Service (SaaS) as a “delivery model”. Now of course SaaS is a delivery model, but it is not just a delivery model, nor is it primarily a delivery model.
In fact the word delivery starts from the wrong place. Isn’t SaaS mostly about the consumption model?
Negotiation 101: You have to give to get
Repeat after me: It’s not (only) about price.
Why is it that in the end, negotiations so often come down to price? I have worked with sellers for many years now, and I am often dismayed at how little power they feel during a negotiation, and even during the whole buying process. We feel that the buyer has all the power, and often we have capitulated most of the power, so in fact, they do have it.
It does not have to be that way.
Experiences with pricing
I have a band. When we got started, we worked for free. Our clients loved to book us, but when we showed up at the gig, we really got not [ … ]