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B2B product management

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What we learned at Pendomonium and #mtpcon: Day 1

How internal product teams drive growth at Wise

Optimizing teams: A dual perspective on Team Topologies

From DataSnipper to ComplianceWise: Youssef Hounat on succeeding as a startup’s first product person

How to improve your relationship with data – Heather Williams (Director of Product, Elsevier)

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Mind the Product

Sunday Rewind: How to avoid product discovery pitfalls, by Navin Nair

Guest Post

What a product manager does in three films and a box set 

Steve Johnson is a recognized thought leader and storyteller within the technology product management community. As co-founder of <a href="http://www.AppliedFrameworks.com">Applied Frameworks</a>, he helps product teams implement strategic product management in an agile world.

Steve Johnson

<img loading="lazy" decoding="async" src="//wp-content/uploads/2013/11/pricing-vs-value-300x188.png" alt="Pricing vs Value" width="300" height="188" class="alignright size-medium wp-image-4035" srcset="/wp-content/uploads/2013/11/pricing-vs-value-300x188.png 300w, /wp-content/uploads/2013/11/pricing-vs-value.png 800w" sizes="(max-width: 300px) 100vw, 300px" />Pricing strategy is all about value. &#8216;Must-have&#8217; capabilities are more expensive than &#8216;nice to have&#8217;.  So what&#8217;s the value to the client?
A simple way to look at pricing is to use a three-by-three matrix (like a game of tic-tac-toe or noughts and crosses). The vertical axis is the cost of doing it myself, while the horizontal is the number of vendors that offer it. Mark each with low-medium-high. The closer you get to the upper left, the more you can (and should) charge. That is, if it would take a lot for me to learn and there are few vendors who offer it, you can charge me a lot. If it&#8217;s fairly easy to learn and I have lots of choices, you won’t be able to charge very much.
<img loading="lazy" decoding="async" class="alignnone size-full wp-image-2061 aligncenter" alt="tictactoe_pricing" src="http://u10c.files.wordpress.com/2013/10/tictactoe_pricing.png" width="432" height="324" />
For example, I&#8217;d put <a href="http://en.wikipedia.org/wiki/Scrum_(software_development)" target="_blank">scrum method</a> training somewhere in the middle, but more towards the lower-right. I can read books, I can attend training from many vendors and I have access to thousands of certified or self-proclaimed scrum coaches who can come to work with my team.
One way to manipulate this a little is to offer a unique capability that is unavailable elsewhere. A metaphor, a framework or an approach, for example, which is unique to your offering.
Finally, the challenge isn&#8217;t whether you can charge $5 or $50. The challenge is whether you can charge anything more than $0. With so much free content available, you have to offer something that people are willing to pay for.

core/freeform

Building Consumer-Grade Experiences for the Enterprise By Ciara Peter

What Makes a Great Product Manager by Graham Siener

The GIST Framework by Itamar Gilad

Scaling the Product and the Team by Rachael Shah

Decisions, Debt, and Other Dilemmas by Janna Bastow

Hacking Your Product Career by Gibson Biddle

How Medicine and Research Translates to Patients by Shree Patel

The Future of Product Management by Richard Harrison

Data Science and Digital Businesses by Ali Gulez

You Need A Product Strategy by Sam Odio

Pricing is All About Value

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Pricing is All About Value

Steve Johnson

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