Estimating the size of a market segment is one of the fundamental activities of software company strategic planning and product marketing. Depending upon the company stage, this task can fall to a company founder in a startup, a product manager in a slightly more mature company, or a strategic planner in a large software company. […]
Is a Strong Rolodex Important in Technology Businesses?
I get this comment all the time: “We’re looking for a VP-Sales/VP-Business Development/Sales Manager/Sales Rep with a strong Rolodex in the (pick your market segment) market”. Obviously I’m using “Rolodex” as a generic term in these days of CRM software. But how important is a strong Rolodex in the IT business, really? In my opinion, […]
Pricing High Tech Products
Pricing is always an interesting topic, but even more so in the Hardware and Software worlds. In the consumer products business, if there is a package of frozen peas from Green Giant priced at $3.99, you’re not likely to see someone else offering the same-size package of peas at $19.99. But it’s different for SaaS […]