Take it from the super villain in the iron mask and green cape: Buyers do not care about your costs. You, rightly, care about your costs and revenue. But the buyer cares about the value you’re going to deliver.
Check out Steve Johnson’s Behavior Drives Pricing Drives Behavior for more.
Here are four other product management articles I read in March that are worth checking out:
How To Price Your Product Correctly – Answer these questions: What’s your floor price? What will the market bear? What is the cost to your customer of them currently doing what your product could do for them?
Getting Developers’ Buy-In on Build versus Buy – Every developer knows that replacing back-end infrastructure is messy and unpleasant and full of surprises. But deciding to replace some homegrown technology has some additional psychological challenges…
Product Managers – You Are Not the CEO of Anything – Never forget that as a product leader you are only as good as your team, and setting them up for success and giving them the space and air cover to do their best is ultimately how you and your product will be successful.
The Ladder of Evidence: Get More Value From Your Customer Interviews and Product Experiments – You don’t need to do perfect research, but you do need to collect reliable feedback. Ask for specific stories about the past to generate insights.