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Software Product Management and Pricing: Key Success Factors for Software Organizations Paperback – 19 Oct 2010

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Product details

  • Paperback: 244 pages
  • Publisher: Springer; Softcover reprint of hardcover 1st ed. 2009 edition (19 Oct 2010)
  • Language: English
  • ISBN-10: 3642095704
  • ISBN-13: 978-3642095702
  • Product Dimensions: 15.5 x 1.4 x 23.5 cm
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 1,450,357 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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From the reviews:

"These two seasoned practitioners have masterfully distilled the essence of the software business and the art and craft of the increasingly important and challenging field of software product management. Worthwhile to any who want an appreciation of the evolving world of product management, seasoned veteran and new entrant alike."

Richard Campione, Senior Vice President, Business Suite Solution Management & CRM On Demand, SAP, Germany/USA

"Mr. Kittlaus and Mr. Clough have used their considerable knowledge and experience to succinctly lay out the value chain that is essential to the development of a financially healthy software company. If you want to understand how to turn software technology into a long-term profitable company this is the book to read."

Paul Kaplan, Vice President, Worldwide Enterprise Software Sales, Software Group, IBM, USA

"This book on Software Product Management and Pricing is the first book that treats the business of software in a systematical way. Although software products were already shipped in the seventies of the last century, there are hardly any books providing an overview of all issues a company faces when playing a role in this industry. Product management and pricing are key processes, and this book informs the reader of the essentials. It is a must-read for anyone involved in software products, be it in business or in research."

Prof. Dr. Sjaak Brinkkemper, Information and Computing Sciences, Utrecht
University, Netherlands

"This compendium covers all facets of the software business using the advanced professionalism of the industry's global players as its standard. The authors have managed to combine professional accuracy with helpful practical examples and valuable references for further reading. Highly recommended, in particular for managers in corporate IT and software vendor organizations!"

Wilhelm Gans, CTO, DSV Group (German Savings Banks Organization), Germany

"A comprehensive book on best practices for software product management and pricing. It provides a deep insight into strategy and tactics of software organizations in a time of growing complexity and new challenges like Software as a Service."

Udo Hertz, Director of Information Management Development, IBM Germany Research & Development, Germany

"Software is big business to the largest of the information technology companies. … Kittlaus and Clough frame their topics with considerable insight. … written for practitioners that work with or are responsible for software product management and pricing. Kittlaus and Clough have shared their points of view in a well-structured, easy-to-read format. … The authors added job descriptions for the software product management role and software pricing manager, which are very helpful in distinguishing these roles from others that may be or sound related." (Brian D. Goodman, ACM Computing Reviews, May, 2009)


Mr. Kittlaus and Mr. Clough have used their considerable knowledge and experience to succinctly lay out the value chain that is essential to the development of a financially healthy software company. If you want to understand how to turn software technology into a long-term profitable company this is the book to read. --This text refers to the Hardcover edition.

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Most Helpful Customer Reviews

By Teodor Dragan on 2 Oct 2010
Format: Hardcover
I bought the book because I started doing a study in my master program about Software Product Management(SPM). I am right now, half way through the book and I have to say that it opened my eyes on many things regarding the software industry. The book's value is increased by the definitions it has of all the major terms in software, making it ideal for referencing.
The only problem I have with it so far is that it is already a bit "old" (2008) since SPM is still an emerging research/study field where new papers are published every couple of months adding something new to the subject.
All in all, I think it is a must read for people who want to go from basic to advanced knowledge regarding SPM.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 2 reviews
7 of 7 people found the following review helpful
Good coverage but lacks real life examples 24 Jan 2009
By R. Prakash - Published on Amazon.com
Format: Hardcover Verified Purchase
I like the compact form factor (200+ pages), easy writing style and good command of English (you won't find words like "gotten"). On the flip side only 1 of the 5 chapters is devoted to pricing (theory) and lacks real life pricing models as examples. There are two examples but not enough to give a product manager a feel for different pricing models for software. The remaining 4 chapters flow easily but spend too much time (in my opinion) on things like mainframes, SaaS, Gartner models when that coverage could have been better spent on sample MRDs, PRDs, methods for requirements gathering and activities that a real life product manager would have to do. The pricing chapter could have been vastly improved with some real life pricing models of how software is priced by the likes of IBM, Microsoft, VMware and cover things like pricing by processor, core, platform, usage, capacity etc...If the authors plan a 2nd rev I hope they take this into consideration.
4 of 4 people found the following review helpful
Product Manager and pricing done right 16 July 2009
By B. Ottersgard - Published on Amazon.com
Format: Hardcover
After 20 years as software Product Manager in the US and in Europe I find it wonderful that there is finally a book that brings structure and reason to this often chaotic profession. The book provides a very knowledgeable in-depth analysis of the current state of the software business, detailed descriptions of all the tasks of a software product manager, and those of a pricer, and it has lots of real-world examples from companies like Microsoft, Oracle, SAP, IBM and many others. If you are just starting to work as a software product manager or pricer, you will find a lot of value in the frameworks for both software product management and pricing. The frameworks show the full spectrum of these professions on just one page. If you are an experienced professional, there is a lot of methodological advice, a crisp perspective obviously derived from a wealth of experience in the software industry, plus a very comprehensive bibliography.
The authors manage to look at their subjects not only from the perspective of a software vendor, but also describe how this can be applied to corporate IT organizations in all industries. I am not aware of any other book that covers these subjects to a comparable extent. In fact I do not think that there are many other publications on software pricing since I know that the major software companies consider pricing as highly confidential, and do not allow their pricing managers to publish. If you are interested in software product management and pricing, you have to get this book. You will find it to be a greatly valued reference that you will go back to again and again and again and even if you do not intend to establish yourself as a software product manager or pricer in your company. In this book you will also learn how software vendors think and act - great knowledge before negotating with any of them.
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