Pricing Strategies for Enterprise Software Products

Product pricing is more of an art than a science especially in enterprise software. The most prevalent strategies are Competitive Pricing and Value-Based Pricing, together with a variety of different packaging options and other factors that enable product owners to arrive at the different price points. Competitive Pricing When developing a new enterprise software product into an existing category, it …

The difference between Making it or Breaking it in B2B sales

There are several types of customers and every one of them requires a different approach and will  respond to a different type of messaging and different communication channel. This situation affects your sales processes. The End-user Typically, an individual who will be using our product or service is called an End-User.  That is, because they are the final recipients of …

To Start or Not to Start, this is the question?

In the post Covid-19 lockdown era trust is the new currency and an emerging value in all facets of life and H2H relationships and communications. Given that WFH sometimes causes stress to the individual due to uncertainty, a lack of boundaries (both in time and space) and the added stress of adapting to working from home. This trust between companies …

Startup Companies leadership structures evolve through life-cycle stages

The Startup Phase When companies are just starting up, two or three founders typically perform multiple jobs. If they are lucky enough to have personal capital or some form of financial support from friends and family (FFF), a team of 5-10 individuals may come together to build an innovative product or service. Startups that cross from idea to early revenue …

Fundraising 201- in the middle of a Global Pandemic

This is a follow-up from our August 2019 blog post on Fundraising Strategy 101, where we introduced a step-by-step winning strategy for fundraising for a tech startup, across the following principles of: Unbelievable preparation for the fundraising process. Unwavering belief in your product, team & up-to-date achievements. Unrelenting persistence in achieving the goal of landing a term sheet. And focusing …

What matters is Winning.

“Great organizations whether companies, not-for-profits, political organizations, agencies, choose to win rather than simply play.”   This post was inspired by the book Playing to Win: How Strategy Really Works, by A.G. Lafley and Roger L. Martin and countless hours of discussions, mentoring sessions and personal experiences with startup founders and Corporate executives where the same questions seem to appear …

How to or NOT how to screen for candidates

I had an interesting discussion the other day with a founder of a VC-backed tech startup that they want to scale their local operations and they aim to onboard 60-70 new team members across technology, sales, marketing and operations in the next nine months. To any experienced professional this seems a herculean task and not a feat for the weak …

2020 New Year’s Resolutions

The start of the year is traditionally the time to make resolutions to change your behavior, as a professional and an operator. Below you can find six (6) New Year’s resolutions to aim for in the beginning of the new decade. Always remember that your own behavior sets the tone. If a manager is always irritated and loud, that will …

“You have the Power to create Something from Nothing”

That’s what almost all Product Managers I’ve run into the last five years say as the number one reason for doing what they do. The intriguing thing is that whatever type of Product Manager they are, there are several common characteristics that all of these professionals share. Here is a list of seven distinctive characteristics that I have run into, …

We just have no idea what to do!!!

I had an interesting discussion with a CxO of a company the other day. They have been actively engaged in ‘going digital’, for the last 3-4 years, but she shared with me neither the Company’s executive team nor herself had an idea of what going digital means. The key issue is that, we don’t need to have someone explain the …