Revenue Growth

Blog
Creating and Destroying Value
I read Seth Godin’s blog every day.  Many days, what he says relates directly to pricing. Today’s blog—Is There a Marketing Person Leading the IT Team—is just one of those blogs.  
I read Seth Godin’s blog every day.  Many days, what he says relates directly to pricing. Today’s blog—Is There a Marketing Person Leading the IT Team—is just one of those blogs.  
Blog
 Marrying Up: Partnering With Big Companies
The competitive landscape for software companies, driven by venture-backed startups and disruptive business models and technologies, has only become fiercer in today’s economy. Small players have to make good use of whatever means they have at their disposal to break free from the pack. One strategy to make that leap is to partner with a larger, established company whose scale and resources can quickly take the product well beyond anything the startup is capable of on its own. And a product manager can play a pivotal role in making such a partnership a success.
The competitive landscape for software companies, driven by venture-backed startups and disruptive business models and technologies, has only become fiercer in today’s economy. Small players have to make good use of whatever means they have at their disposal to break free from the pack. One strategy to make that leap is to partner with a larger, established company whose scale and resources can quickly take the product well beyond anything the startup is capable of on its own. And a product manager can play a pivotal role in making such a partnership a success.
Blog
Question on Building a Fence in Price Segmentation
I always enjoy hearing from alumni who have taken the Pragmatic Marketing Price course: I was in your Austin Class last May. It was fantastic, and I had a question on price segmentation for software. 
I always enjoy hearing from alumni who have taken the Pragmatic Marketing Price course: I was in your Austin Class last May. It was fantastic, and I had a question on price segmentation for software. 
Article
A Market-Driven Approach to Growth
Since its inception in the late 1960s, Veda became the authoritative credit-reference provider for Australia and New Zealand, enjoying an estimated 85 percent market share by 2010. If you’re familiar with FICO, Experian, Transunion or Equifax, you have a good idea of Veda’s business. Initially, Veda was a consumer credit bureau business,...
Since its inception in the late 1960s, Veda became the authoritative credit-reference provider for Australia and New Zealand, enjoying an estimated 85 percent market share by 2010. If you’re familiar with FICO, Experian, Transunion or Equifax, you have a good idea of Veda’s business. Initially, Veda was a consumer credit bureau business,...
Article
Boost Enterprise Sales With Leads From Product Trials
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with.
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with.
Blog
Boost Enterprise Sales With Leads From Product Trials
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with. 
A majority of SaaS companies that I have built products for have brought their products to market with a sales-led, go-to-market motion. The sales reps would source new customers through outbound efforts and engaging their professional network. This method was great when we were trying to find product-market fit, as the sales reps were close to the customers and we had easy access to interview the customers we engaged with. 
Webinar
Reasessing Your Market Assumptions
What if everything you think you know about your market is wrong?That is the risk companies run when they don’t regularly validate their market assumptions. Recently, Logi Analytics took steps to evaluate whether its long-standing assumptions about the market were correct.
What if everything you think you know about your market is wrong?That is the risk companies run when they don’t regularly validate their market assumptions. Recently, Logi Analytics took steps to evaluate whether its long-standing assumptions about the market were correct.
Blog
3 Kinds of Customer Churn and Why You Should Become Familiar With Them
A cloud security vendor was losing customers, and wasn’t sure why. They came to us and requested a series of buyer interviews to try to figure out what was driving their high rate of customer churn. When we started talking to their customers, we realized that the signs of their unhappiness had been loud and clear for a while.
A cloud security vendor was losing customers, and wasn’t sure why. They came to us and requested a series of buyer interviews to try to figure out what was driving their high rate of customer churn. When we started talking to their customers, we realized that the signs of their unhappiness had been loud and clear for a while.
Magazine
The Global Issue
Prepare for global growth. Product professionals face a myriad of complexities when introducing products into new markets. To be successful, It’s important to take into account the unique needs and perspectives of each market. That’s where we can help. Read first-hand accounts of successes and failures, tips for entering the Chinese...
Prepare for global growth. Product professionals face a myriad of complexities when introducing products into new markets. To be successful, It’s important to take into account the unique needs and perspectives of each market. That’s where we can help. Read first-hand accounts of successes and failures, tips for entering the Chinese...
Webinar
Mastering the Complex Sale: How to Get Paid for the Value You Create
The commoditization of high-value and complex solutions is causing more products and services to miss market forecasts. It not only frustrates executives, who aren’t getting the profitable results they expect, but everyone across the organization feels the pressure. When you join our February 20 webinar at 1 p.m. EST, you will learn how to turn this frustrating situation into a substantial competitive advantage.
The commoditization of high-value and complex solutions is causing more products and services to miss market forecasts. It not only frustrates executives, who aren’t getting the profitable results they expect, but everyone across the organization feels the pressure. When you join our February 20 webinar at 1 p.m. EST, you will learn how to turn this frustrating situation into a substantial competitive advantage.
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