PivotNine
Research
The Perceptual Fingerprintâ„¢
The Perceptual Fingerprintâ„¢
A tool for analyzing and aligning vendor offers with customer needs.
The Pain/Awareness Matrix
The Pain/Awareness Matrix
The Pain/Awareness matrix can help guide research into customer needs to identify those that really need your help.
The Reward/Experience Framework
The Reward/Experience Framework
Technology companies tend to focus on a narrow set of benefits while customers have a much richer set of benefits that they value. Actual human beings are not purely rational creatures, and we should take this into consideration when making marketing decisions.
HashiCorp and the Business of Open Source
HashiCorp and the Business of Open Source
A PivotNine research paper on HashiCorp's licensing change, what customers should consider, and the strategic implications for HashiCorp.