Reference Pricing

The Product Bistro

An insight into why this works is the concept of “ Reference Price “ This is where the consumer has some institutional memory of what they have paid for a good in the past, and when shopping for similar goods, keeps that “reference” in mind.

Tactical. Operational. Strategic. The Three Rungs on the Product Management Career Ladder


In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Before your mind wanders too far, let’s set the record straight.

B2B 90

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10 Tips for Creating an Agile Product Roadmap

Roman Pichler

1 Focus on Goals and Benefits.

Scaling the Product Owner Role

Roman Pichler

The strategic role is often called product manager and the tactical one is referred to as product owner. Scaling and the Product Life Cycle. To understand if and when the product owner role should be scaled, I find it helpful to consider the product’s life cycle stage.

Focus on the Metrics that Matter: Identifying Your Product’s Key Metrics and KPIs


Your retention rate is the percentage of customers who stick around at the end of a subscription cycle or term by renewing their contract, while churn refers to the percentage of customers who do not stick around; the percentage of customers who cancel or simply don’t renew.

The 7 Product Dimensions: A Guide to Asking the Right Questions

bpma ProductHub

At a high level, Ellen points out that stakeholders – who she refers to as “product partners”- can be categorized into three groups: customer, business and technology. “A Will the user be able to save their chats for later reference?

The PM’s Toolbox: Product Management Tools and the Problems they Solve


Many companies refer to customer data in Salesforce , and swear by its use as a repository for customer traits… but that’s only one part of the story. It’s no secret that product managers wear a lot of hats.

Understanding Scrum

280 Group

In Scrum, these are referred to as User Stories. Let’s start with a birds-eye-view of understanding Scrum. We’ll define the main phases of a Scrum project framework and explore each of these in detail later.

Mentorship and expectations

bpma ProductHub

References: [1] [link]. The mentorship program at the Boston Product Management Association and how to make the best out of it. Why you might need a mentor in your life. Directing your own life can be equally exciting and daunting thing to do.

Let’s Abandon Customers and Users

Mironov Consulting

<soapbox> I get frustrated when internal IT teams refer to their business unit stakeholders as customers. I spend a lot of time sifting through documents, positioning and stories – trying to figure out who we’re talking about.

25 must-read product management articles


How many times I refer this post to new PMs still surprises me. Highlighting common pitfalls for PMs embarking on data testing , this is a post I constantly reference when dealing with data.

Backlog Refinement Takes You from Vision to Value

bpma ProductHub

As a case in point, the team should prioritize creating enabling specifications that are most useful for regulatory compliance, reference information for product support, and for team members who don’t have domain knowledge. References.

People Don’t Buy Capabilities, They Buy Knowledge

PM Hardcore

SAP (the Reference Model). This guy might have too much knowledge. Knowledge is power. Most of our tools and applications deliver capabilities, but users and buyers are always hoping that what they’re buying is knowledge. Knowledge of how to do the job.

Product Management for Dummies

Product Bookshelf

Product Management for Dummies covers just about every aspect of the job and is a great reference for new product managers and those who have been in the role for many years and want to fine tune aspects of their craft. Not just for dummies, this book is for everyone.

Books 33

Product Management Synapses

Tyner Blain

The person wants to keep the notes together, and available for future reference on the big project which starts next month; and does not want the notes cluttering her desk. You know you’re a product manager when this image causes more than a chuckle.

Minimum Valuable Problem

Tyner Blain

When people talk about “the product,” in my experience, everyone in the room will happily carry the conversation forward, each referring to “the product” with no one clarifying precisely what they mean.

Climbing the Product Management Career Ladder

bpma ProductHub

In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Contributed by John Mansour. Before your mind wanders too far, let’s set the record straight.

Let’s Fire a Few of Our Customers

Mironov Consulting

Look above the fold on your home page to see what you’re telling the world.) Our best customers are generally getting value in ways we expected, applying our product pretty much as suggested, and might be sales references for new prospects.

Decision Time: How Decision Rules Help You Make Better Product Decisions

Roman Pichler

Note that in the picture, I use the term product manager to refer to the person in charge of the product. Decisions, Decisions. “Is Is everybody OK with changing the release goal for Q3?”, asks Julie, the product manager.

Vision vs. Strategy


It might be in the form of a story board, or a narrative like a white paper, or a prototype (referred to as a “ visiontype ”). As soon as we demonstrate product-market fit for a new market (usually by developing an initial set of reference customers , the sales force can go out and find more customers in that market. The first is market sizing (usually referred to as “TAM” - total addressable market). Overview.

On Being a Pragmatic Marketing Instructor

Product Beautiful

This week, I was fortunate enough to receive a new opportunity within Pragmatic Marketing , and accepted a new role as Vice President of Products.

Power Up: Three Ways to Increase Your Product Leadership Power

Roman Pichler

Increase Your Referent Power. To boost your referent power, I recommend focussing on one virtue at a time and practicing it repeatedly—without expecting too much too quickly. Your first power source is your ability to influence others based on your personality and interpersonal skills.

How to Deal with “Sinatra” Stakeholders

Folding Burritos

A very common kind is what we may refer to as the ”Sinatra” stakeholder. First, vertical aligment refers to how the organization’s Strategy is communicated to and accepted by its People.

Fighting Shiny Object Syndrome

Product Powers

What the startup CEO sees as responding with agility to opportunity, the product team secretly refers to as “shiny object syndrome.” Brenda rushed over from her desk in the sales pit. She was clearly excited. She’d uncovered an opportunity to partner with a local firm that would distribute our free demo to a few thousand of their customers and she was convinced it would be an easy way to generate a lot of new business quickly.

Being Lean: Don’t Speculate to Accumulate, Validate to Succeed

Mind the Product

First coined in the mid 20th century, the term “speculate to accumulate” refers to the need invest (at some degree of risk) in order to make meaningful gains. For me, being Lean is a mindset, going deeper than the build, measure, learn paradigm that is frequently referred to.

From Product Manager to Partner: An Interview with Ashley Carroll


In fact, she refers to Social Capital as a company vs. a firm. “I When Ashley Carroll joined Social Capital, a Palo Alto based venture capital firm, she didn’t aspire to become an investor.

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

Many people refer to Sales as “coin operated,” by which they mean that Sales operates in whatever way will help them get the most coins. A few years ago, I was working for a large company here in Austin.

Product Managers – You Are Not the CEO of Anything

Mind the Product

In Daniel Pink’s book To Sell is Human , he refers to this skill as the ability to “move” people from one mindset to another. When Ben Horowitz wrote his groundbreaking memo good product manager, bad product manager nearly 20 years ago he described a product manager as the CEO of the product.

Books 136

The Alternative to Roadmaps


A team is typically referred to as a “squad,” which is intentionally small and largely autonomous, working under the common intent , but free to solve problems as they best see fit. I have always loved the General George Patton quote: “Don’t tell people what to do; tell them what you need accomplished, and you’ll be amazed at the results.”

How Minimum Viable Products & Features Helped Me Write My New Book

Roman Pichler

It’s sometimes also referred to as a feature-fake or experimental feature , a partially implemented feature that is good enough to test if people would want to use it. Minimum Viable Product #1.

Building an API that Developers Love

Mind the Product

The API builds the frame of reference and lets us understand each other. Maxime Prades (Director of Product at Zendesk) takes you through the experience of building a platform at Zendesk and being part of an API-first company.

The Only Product Metric that Matters by Josh Elman

Mind the Product

And do they refer your product to other users? As product managers we spend a lot of our time thinking about product metrics, and all companies, from startups to corporates, spend a lot of time figuring out whether their metrics are good enough.

Organizing a Large Product Backlog

Folding Burritos

We can start out by considering a large product backlog to be something that has both Length and Width : Length refers to the amount of things to do (and the classical list shape); Width refers to the different product areas, modules or initiatives it encompasses.

Managing up as a newbie product manager


Don’t judge me for the boy band reference. I’ve been Roadmunk’s newest product manager for 120 days (give-or-take). And while it’s been a career-changing gig full of growth, it’s also been… peculiar.

The Six Essential Books that Every Product Manager Should Read

Mind the Product

I often refer to it when I need a refresher on how to conduct specific activities and how to articulate why we’re doing something to my teams.

Books 117

Choosing the Right Beta Sites

Under10 Playbook

Both Alpha and Beta refer to validating the product’s capabilities ; use an invitation-only launch to validate the product’s promotion.

TEI 137: How product managers look & sound like leaders – with Tom Henschel

Product Innovation Educators

Refer to the infographic below. As you discuss, refer back to the labels and sorting you provided. Refer to the infographic below. Listen to the Interview for Product Managers and Innovators.

Sharing Software Usage Data with Customers: The Benefits of Exposing Shelfware


Sales can point to a growing list of reference accounts to drive net new customer wins. On a recent webinar , we asked participants a somewhat loaded question: do you view exposing shelfware as a revenue risk?

Product Success


This starts with a clear and compelling product vision, and a path to achieving that vision, which is referred to as the product strategy. Exactly a year ago I was invited to give a keynote at the Craft Conference in Budapest and I discussed the 10 biggest reasons why product teams fail. You can watch that talk here , or read the narrative article here.

Moving from Solutions to Problems

Folding Burritos

However, this point refers to the former kind of problems. ↩︎. People from all over the company come to you with feature requests and ideas. From minor things like UI tweaks to major ones like a new Search feature.