Why does cross-selling, the process of selling something additional to someone who is already making a purchase, work? This article explores some of the theory and rationale behind cross-selling – from qualification to motivation and profitability.
Business Analysis / eCommerce / Product Management
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Foundation Series: Substitutes and Complements
Do you know about substitute goods and complementary goods? If you’re doing any eCommerce, and are thinking about cross-sell and upsell, you should understand the basics about substitutes and complements.
Business Analysis / Ishikawa Diagram / Product Management / Requirements / Requirements Models / ROI
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Attainable Requirements
Unless you live in a world filled with unicorns and rainbows, writing realistic requirements is critical. When you set unattainable goals, the best result you can hope for is a frustrated engineering team. Write requirements that are attainable, and your team will surprise you with what they can achieve.
eCommerce / Product Management
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Can You Write Website Requirements Without a Product Manager?
A couple weeks ago, our article on writing design-free requirements triggered some great discussion around requirements and design (also known as “reqs and specs”). What happens when you’re dealing with a website? There are many stakeholders, who are clear about their own goals. Who then turns them into requirements?
Business Analysis / eCommerce / Product Management
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SEO Product Management
SEO, Search Engine Optimization, is an area that every online website needs to think about. The idea is that the more traffic you can get to your website, the more products you’ll sell. Just because you can lead a horse to water doesn’t mean you can make him drink. What […]
Agile / Business Analysis / Interaction design / Interface Design / Product Management / Requirements / Requirements Models / Software development / Use Cases / User Stories / UX
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Design-Free Requirements
Design-Free requirements are important for two reasons, and hard for two other reasons. Design-free requirements are hard because you “know what you want” when you should be documenting “why you want it.” Writing design-free requirements can be hard when you don’t trust your development team to “do the right thing” […]
Agile / Interface Design / Product Management / Software development / UX
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Agile Prioritization: Which Widget?
Your company is building out a toolkit to support third-party developers. You’ll need a bunch of different types of widgets – combo-boxes, text entry fields, domain-specific controls, etc. You’ve got a long list of desired controls from your customers. You’re agile. What do you build first?
Business Analysis / Interface Design / Product Management / ROI / Software development / Usability / UX
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Modeling User Competency
Perpetually intermediate (competent) users. Users who briefly exist as novice users and never become experts. Most of your users are competent, and you should design for them. Competent users have different needs and different expectations than novice or expert users. How do you know your user’s competency levels, so you […]
Product Management / Uncategorized
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Strategy and Product Roadmaps
Steven Haines, author of The Product Manager’s Desk Reference, recently gave a webinar on effectively using product roadmaps for the Technology Product Management Council at Forrester Research. You should check it out.