The Cost of Non-Customer Acquisition: The Ugly Truth
Acquiring customers is the biggest challenge any B2B software company has. Unless you are lucky enough to have an award winning solution that sells itself like the mythical product led…
Open Source Competitive Intelligence for Product Managers
White Hat competitive intelligence is a skill every product manager should have in their toolbox. There is no excuse for not leveraging competitive intelligence that is freely available on the…
21 Lessons From Jeff Bezos’ Annual Letters To Shareholders
Excerpted from the CBInsights article. Read the entire piece here: https://www.cbinsights.com/research/bezos-amazon-shareholder-letters/ Since founding Amazon in 1994, Jeff Bezos has run his company according to an unconventional set of core principles:…
Prioritizing Agile Backlogs
Prioritizing Agile epics, user stories, and backlogs is something contemporary product managers have to do on a regular basis. In researching another topic I came across a great piece for…
Competitive Intelligence: Finding Revenues of Private Tech Companies
As a product manager, it is helpful to understand the relative size and success of your competitors. Public software companies are required to report their detailed finances on a quarterly…
Why Your Firm Should Sponsor an Annual Survey
I admit that I am a data junkie. I have found that data, both quantitative and qualitative, enables me to better understand key topics and trends. I am a voracious…
Moneywheel – A Revenue Sourcing Analysis Technique for Product Managers
20 years ago I learned a technique for analyzing product line sales transactions known as the moneywheel. This approach helps product managers understand the dynamics of sales transaction types for…
Should You Ever Fire a Customer?
The polite answer to this question is “no”. In some circumstances the answer should be “yes”. In this post I will discuss two situations in my career where we ended…
Pareto Principle & Product Management
This post focuses on leveraging Pareto Analysis in product management. We will discuss how to use Pareto Analysis to understand product line revenue trends as well as customer support activity. …
5 Marketing Budget Ideas for 2019
Most organizations have started planning marketing budgets for 2019 by now. The focus of this post is to review five items that you should consider in next year’s plan. I…