Growth, pricing and channels

An academic study of how new ideas spread.

Set prices from the value customers get, not from cost or rivals' prices.

Why tech products stall between early adopters and the mainstream, and how to cross.

How to move a tech product past early adopters into a fast-growing mass market.

Retail conversion economics observed on the shop floor.

The internet makes it cheap to gather people around a shared interest; lead them.

Digital costs near zero mean goods can be given away, which changes whole industries.

People have no fixed sense of value, so context and anchors set the prices they pay.

Price is the strongest profit lever and the least managed; how to set it well.

Customers hire products to do a job; innovate by finding the job, not the buyer type.

Set the price before you design the product, since most failures are pricing ones.

Media firms fail by fixating on content when value lies in the connections around it.

Why firms are moving from selling units to selling ongoing subscriptions, and how.

Disruptors win by breaking one link in the customer's chain of activities.

The economic, political and personal costs of making and buying everything cheaply.

Preemptive distribution and control of the value chain.

Nokia's emerging-market operating model at the turn

Hit economics that explain Netflix's later spending strategy.

How an ordinary business can add subscriptions for steady recurring revenue.

Membership as a relationship, not a payment plan.

How to design a free tier that turns users into paying customers.

Retention, pricing tiers and the mechanics of renewal.

How firms must use real-time information to serve never-satisfied customers.

How firms can build value and competitive advantage from online virtual communities.

The academic text on channel design, territories and exclusive rights.

Fifteen metrics that show which marketing spending works and which does not.

The case against surrendering the channel to big retail.