Shaping your product and its pricing. Together - Product Monetization, Product Management and Product Leadership
Diving into an intriguing old McKinsey report on pricing ownership within organizations https://assets.kpmg.com/content/dam/kpmg/pdf/2016/06/unlocking-the-potential-of-pricing.pdf I couldn’t help but raise an eyebrow at some “notable missing” pieces in the puzzle 😯 . Back in 2016, the spotlight didn’t even touch the product realm! The debate was mainly between Marketing or Sales. That’s all! How have things changed since? Shall […]
Shall companies display their prices online upfront or keep them hidden? Companies, in particular the digital ones, invest massively in making products “self-service” to reduce the need for salespeople’s during the purchase journey. At the same time, consumers demand instant information and transparency about the products and services they’re interested in. The question of whether […]
Why Discounted Annual Plans are bad for revenue and for retention, and move you away from Value-Based Pricing If you’re familiar with the SaaS market and online services, you’ve likely noticed the common practice of offering the same service at different price points based on the contract duration. To be clear, I’m not referring to […]
If there is one common element in the way pricing is addressed by a multitude of companies, smaller or larger, is the fact that pricing is often addressed as a last-minute side detail (at best) or as a simple guess (at worst). However, price is not only the money you capture from selling your product […]
Shall I get a product certification? Or a Product Management training/class? Which book do I have to read to become a good PM? 🤔 I get these questions every day, from PMs who are new to the job and from people who’ve been in the industry for some time, including in leadership positions. Today was […]
Weighing the pros and cons of hiring a CPO at different phases of the company, and some practical alternatives if the timing isn’t quite right. In two recent articles, I’ve covered the concept of Companies that “think product” and how a solid Chief Product Officer can go a long way in helping any CEO who […]
I don’t believe that alignment is overrated but is absolutely true that alignment without understanding is counterproductive. You’d think you’re aligned, while in reality, everybody is pulling in a different direction. That’s why I usually force the understanding and clarity part, by pushing a comparative/trade-off approach. To take your example on aligning on a top […]
Pricing is not based on cost… not on management’s gut feeling This post originally appeared on Linkedin at https://www.linkedin.com/posts/jesperlhansson_bart-knows-activity-7050681190395105280-ux65 Salva BocchettiMy name is Salva, I am a product exec and Senior Partner at Reasonable Product, a boutique Product Advisory Firm. I write about product pricing, e-commerce/marketplaces, subscription models, and modern product organizations. I mainly engage […]
Has any salesperson (or CEO, …) told you “I know the customers’ needs very well because ONE customer told me that…” Why did this happen? There are many reasons, but certainly the “hype” we see lately in product management does not help to bring product teams closer to the rest of the functions. On the […]
For this new year starting, I wish to my fellow product folks out there: Did I miss anything? Feel free to add your wishes to the list with a comment! #productmanagement #work #product #comment #impact Originally published on Linkedin at https://www.linkedin.com/feed/update/urn%3Ali%3Ashare%3A7015667856600113153 Salva BocchettiMy name is Salva, I am a product exec and Senior Partner at […]
