Price strategically by creating value first, communicating it effectively, structuring prices to capture it, and managing competition through policy rather than reaction
The Strategy and Tactics of Pricing: A Guide to Growing More Profitably · Thomas T. Nagle, Georg Muller, and Evert Gruyaert
Analyze buyer segments
Competitive Strategy · Michael E. Porter
Understand industry evolution
Competitive Strategy · Michael E. Porter
Target a niche
Competitive Strategy · Michael E. Porter
Close the gap between your shipping product and the complete solution customers need
Crossing the Chasm, 3rd Edition · Geoffrey A. Moore
Anticipate how your industry will change and position for future structure
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Choose cost leadership, differentiation, or focus—or risk being stuck in the middle
Competitive Strategy: Techniques for Analyzing Industries and Competitors · Michael E. Porter
Win the pragmatist by becoming the safe, proven, de facto standard choice
Crossing the Chasm · Geoffrey A. Moore
Set prices that reinforce your market leadership positioning and support your distribution channe...
Crossing the Chasm, 3rd Edition Marketing and Selling · Geoffrey A. Moore
Match your distribution channel to your buyer type -- five channels for five distinct customer pr...
Crossing the Chasm, 3rd Edition Marketing and Selling · Geoffrey A. Moore
A two-sentence positioning formula that forces clarity on target customer, competition, and diffe...
Crossing the Chasm, 3rd Edition Marketing and Selling · Geoffrey A. Moore
A nine-factor scoring system for evaluating beachhead candidates and screening out segments with ...
Crossing the Chasm, 3rd Edition Marketing and Selling · Geoffrey A. Moore
The fatal gap between early adopter enthusiasm and mainstream market adoption that kills most tec...
Crossing the Chasm, 3rd Edition Marketing and Selling · Geoffrey A. Moore
Split time equally between building product and pursuing traction from day one
Traction · Gabriel Weinberg & Justin Mares