Free Capital Equipment Product Management Articles

You want higher prices. You get it that a value-based strategy can deliver. Your team has brought you up to speed on what it really takes to adopt a value-based strategy. You know it will have a broad impact on how you define, create, and market products. Everything...

Put your management team in a room. Hand out a small piece of paper to each team member. Ask them to write down what they want out of a value-based strategy. What do you think you’ll get? Most likely you’ll get a chorus of something like “More customers at higher...

Capital equipment buyers buy for only one reason. It’s to make a profit.  Nothing else matters. Just look their buying process. They: Verify sellers’ claims Negotiate offers Do the math Select the offer that produces the most profit It’s a pure economic decision. No...

  Are you… ...In the market share winners’ circle, with no major new customers left to capture ...Stuck  in a mature, declining market segment, or ...Growing, but ready to take on more? A “yes” to any of these means that you need a new growth engine. Acquisitions...

When you think about value-based strategy, your first thought is probably: "Better pricing." That's understandable. Value-based strategy's headline promise is that customers will pay prices that are tethered to the value that they derive from the products that they...

When the buyer sees no difference between you and your competitors except price, you have fallen into the commodity trap. It’s easier to end up trapped than you might think. The road to the commodity trap surprisingly often starts with the hubris of success. Your...