Improving your net promoter score is important and risky. Tasking customer success to pay a lot of attention to improving it should result in more renewals and referrals. But this attention shifts the balance of a healthy vendor customer relationship… Read more ›

ISVs often incorrectly understand the value estimates prospects come up with for product offers. In my experience this wrong understanding leads to decisions to price products below fair market value. These ISVs make related decisions to proceed with a problematic… Read more ›

From the recent financial results of leading software vendors — Microsoft, Oracle, SAP and more — it should be apparent enterprise computing remains the most lucrative software market in mid 2015. So early stage tech businesses (ISVs) need to conceptualize,… Read more ›

The chronicle of a tragedy that befell an AMTRAK commuter train on May 13, 2015 includes points worth consideration by any product marketer working on solutions for process control, and even the Internet of Things (IoT). These points should also… Read more ›

According to an article written by Ryan Faughnder and Chris O’Brien, titled Apple may be buying Beats Electronics for $3.2 billion, which was published on the LA Times web site on the evening of May 8, 2014, on May 8,… Read more ›

Many enterprise IT organizations, and their peers in the public and not-for-profit sectors have embraced software prototyping. A review of the components of an industry-standard software prototyping procedure can provide decision-makers with the qualifiers they need to choose the right… Read more ›

Technology products should never be developed simply on a hunch about important problems markets need to solve. Business intelligence must be gathered from markets to support allocating any resources to build products. I think products like Google Glass are an… Read more ›