Originally published in 2010. Updated and republished in May, 2015. A reader asks: "Can you please enlighten me on the art of pricing?" At the risk of misinterpreting, I believe the reader is asking specifically about enterprise software, where price…
Product Marketing
A collection of 13 posts
Battlecards - Cheat Sheets on Your Competition. (A Template)
Sales people are known for having a short-attention span -- they are always focused on the needs of their in-progress deals. Many won't put in the time to learn all about the competition until they absolutely need to. So, you…
The Economics: NoSQL vs "New SQL" vs Relational Databases
Economics are a big deal when deciding whether to go with a NoSQL, NewSQL [http://blogs.the451group.com/information_management/2011/04/06/what-we-talk-about-when-we-talk-about-newsql/] , MPP DBMS, or traditional RDBMS. Many of the products (in all four of these categories) claim…
Why the unique selling proposition (USP) of every technical product sounds the same
Almost every time I read about a new B2B startup or product, I get a sense of déjà vu. Alas, it's not a glitch in the Matrix. It's because pretty much every product pitch sounds exactly the same [https://blog.…
Product Management Haiku, Redux
In our coupious spare time, Product Management bloggers just LOVE writing haikus. Check it: here [http://www.pivotalpm.com/haiku_view.php](Pivotal PM), and here [https://blog.sueraisty.com/product-management-haiku/] (my previous post), and here [http://christophercummings.com/tag/…