A Precarious Balance

One of the things I've always valued most is hearing from a customer. They help reset your point of view so that it more closely matches reality. Well, this morning my reality is probably a little off. I had wanted to write about customer feedback on pricing, but I don't have any hard data points or evidence. It's never something that I ...

When you price your product based upon what you feel is right and upon your competition's price level, what do you get? Uncertainty. As a one man shop with limited overhead, I had enough sales to feel like I was doing alright and the uncertainty held off for a bit. At TurboPower, sales were good. TurboPower was one of the most successful ISVs ...

Last week, a friend asked the following: I'm curious as to whether you're building to some kind of crescendo? The writing is kind of like you have a plan for exactly where you want to go but you want to take your time getting there. The honest to God truth is that I am exploring. There's a lot of thoughts and questions related to experiences ...

The next stage in my pricing experience was at ComponentScience. It was a shared experience. The company was founded by several of us who worked at TurboPower. We determined to remedy at least some of the things we had difficulties with at TurboPower (there weren't many). Pricing was one of them. One of our principles is that we wanted to feel ...

Timid pricing was no good. The saying ''You can be the cheapest or you can be the best, but not both'' is very true. In early 2000, I accepted a job with TurboPower Corporation and received another very good lesson in pricing. This is out of chronological order, but I'd like to explore this area a little. TurboPower was one of the biggest, if ...

In the previous post, I had talked about the revenue for ViCiouS Pro. That amount was accumulated by one $79 sale at a time. One license for one developer. There were discounts for multiple licenses. Why the low price? Fear. Fear that I couldn't make something good enough to warrant more. Fear the customer wouldn't believe enough to pay for ...