And speaking of pricing, Geoff Moore discusses when it makes sense to make pricing sacrifices in pursuit of market share--and when it doesn't.
Competing for market share drives some of the best--and some of the worst--management decisions in business. Companies are particularly susceptible to going astray at the end of the quarter when they seek to use market share impact to justify horrendous deals--that is, deals that sell out all future quarters in order to make the current one. Here are some guidelines to help you stay on the straight and narrow.
Readfor guidelines on pricing and strategy.