Price Your Product to Capture the Value You Create
Are you leaving money on the table by pricing products based on costs? Markets Don't Set Prices According to Wharton marketing professors Jagmohan Raju and John Zhang, most companies either…
Demystifying TAM, SAM, and SOM to Define your Market’s Size
“How big is the market you are targeting?” is a common question an investor will ask an entrepreneur. After all, investors want to invest in large and rapidly growing markets.…
Why Have a Business Plan?
Surviving First Contact “Everyone has a plan until they get punched in the mouth.” – Mike Tyson “No battle plan survives contact with the enemy.” – Helmut von Moltke, German…
Transform Your Business Model to Survive – and Thrive – During a Pandemic
The Covid-19 pandemic has brought the whole world to its knees. More than half the world’s population is under some kind of shelter in place order. Airlines are grounded. Freeways…
Is Marketing an Art or a Science?
Marketing professional. This term conjures images of glamour, consumption, and style, much like what the AMC series Mad Men depicts. If you've watched this show or heard talks given by…
Applying the Business Model Canvas to Personal Growth
“The future isn’t what it used to be,” quipped Yogi Berra famously. The same can be said about business models, and how we deal with the fundamental processes of value…
My Customer Experience Journey
My first job after college was as a field sales engineer at Schlumberger – an oil-field services firm. I learned what it meant to be the face of a company…
Your Business Model is the Foundation of Your Business Plan
The report of the death of the business plan has been an exaggeration, to paraphrase Mark Twain. Yet, we often read opinions in the popular business press that the business…
How Much is That Invention Worth?
“Build a better mousetrap, and the world will beat a path to your door,” wrote Ralph Waldo Emerson more than a century and a half ago. He forgot to mention…
The Fallacy of First-Mover Advantage
“No one remembers the second man on the moon,” goes the marketing adage. “Or second to market.” Fans of Buzz Aldrin may disagree, but the fact remains that Neil Armstrong…