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On Election Day

As the United States selects its new leader, those of us unable to vote are also holding our breath, waiting for the outcome. What does this have to do with Product Management? My answer: (i) candidate positioning is, after all, positioning, and I ...

Who is doing Win/Loss?

I am writing a series on Win/Loss Analysis, and would be interested to get your input. Please send me a note if you:

If only we had ...

This is personal.

I clicked "Play", mommy

I must share this story with you. It's a tale of two generations, two personae, the best of times, the worst of times. Perhaps two of your users?

Pragmatic's Steve Johnson: Strategy is over-rated

I caught up today with Steve Johnson, arguably the world's foremost, and most entertaining, educator on Product Management. The interview started off calmly, but somewhat off-message, with Steve talking about how sometimes, tactical activities are...

GeneTree ... are you serious?

A couple of things up front:

Xobni: Cleaning up email

If this product works as advertised, it will help a lot of us. Email has become the unstructured data repository from hell. I read somewhere that up to 80% of corporate data sits in email somewhere. Filing email into folders is fine for some...

Measuring the selling cycle

When I talk to Product Managers about Win/Loss Analysis, one of the first steps I suggest is to analyze the sales funnel to find out where we are losing traction. (Normally I'm focused on places we're losing traction, but the same thinking applies...

To the sales people, you are just a chicken

In my first post on this blog, I mentioned that I had taken on a full-time sales role for the first time. Every one of you should consider a role in sales for a year or two ... it is a real education.

Thank you Plaxo: You synchronize my life

For years I have wanted this service. Some promised, but no one delivered. And now along comes Plaxo.

Question for you: Corporate Blogs

I mentioned earlier that my company has a blog. So, what's new about that? Well, like many things, there are good blogs, bad blogs, and good and bad corporate blogs. I dislike blogs that are blatant marketing pitches, and it's clear that readers...

How different people handle change

As a Product Manager, you are required to deal with all parts of the company, from marketing to development to finance to operations to the executive team; you need to be able to work with all of them. Furthermore, you are often an agent of...

Starbucks and iTunes: The new click-and-mortar channel for music?

I wasn’t fortunate enough to be in Seattle or New York today, the initial two cities selected for the launch of the iTunes / Starbucks wifi store. The news is that the user experience is smooth, even if there were a few initial glitches along...

Waiter: SE, Salesperson, or Product Manager?

Often when I am eating out, I ask the waiter for a recommendation. And so often the response is the same: the waiter responds by telling me what she prefers. Frankly, I don't care what my waiter prefers! In fact, when I imagine my waiter eating, it...

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 cobbler is leaving money on the table when along came another prime example of it.

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 they retail at about $200 in Canada, and there were in otherwise good shape. So I decided to get...

SaaS: A revolt against Enterprise Software

How many failed enterprise IT projects will it take, till too many people have died?

OK, the Bob Dylan reference may be overkill, but SaaS represents a revolt against the sins of enterprise software past. The challenge today selling enterprise...

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 ...

And another thing. Software demos need serious help

Most product demos are really terrible. SEs - at least a lot of the ones that I've seen - love to focus on the product features, but forget that they have an audience with specific goals and problems, and the audience doesn't really care about...

Why I hate PowerPoint

I hate PowerPoint. I hate what it has done to modern meetings, and I hate the fact that it is expected that one will produce slides for each meeting. Am I being a little strong here? Maybe the verb should be lament. Yes, I lament the dominance...

I gotta camp out to get me some of that ... iPhone camping guide

It's a phone. It's really just a phone. But it's also internet, chat, camera. All of which exist. But this, this is the iPhone.

Here is a site that helps you stake out places to sleep, eat, and, yes, go to the bathroom, in the vicinity of the iPhone...

Your next computer will be a big-ass table: Microsoft Surface, Mocked.

Saeed blogged about Surface. The trouble is, his post wasn't hilarious. But check this one out!

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...

Can we chat about sales introductions?

Call me strange. I will often listen to a sales introduction or a marketing pitches even when I'm not interested in the product. It intrigues me to explore what works and what does not. Today I got one that made me chuckle. On the surface, this...

Software as a Service (SaaS) and the enterprise

Some people believe that SaaS will be adopted only by small- and medium-size businesses (SMBs), but not the enterprise. I disagree with that. In fact, SaaS will soon become the primary mode of consuming software for many of the mundane...

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