PivotNine

Research

PN-WP-Perceptual-Fingerprints-v1.1 The Perceptual Fingerprintâ„¢

The Perceptual Fingerprintâ„¢

30 September 2023

A tool for analyzing and aligning vendor offers with customer needs.

PN-Pain-Awareness-Matrix-v1.2 The Pain/Awareness Matrix

The Pain/Awareness Matrix

08 June 2023

The Pain/Awareness matrix can help guide research into customer needs to identify those that really need your help.

PN-Reward-Experience-Framework-v1.1 The Reward/Experience Framework

The Reward/Experience Framework

15 June 2023

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.

PN-2023-HashiCorp-BSL-v1.1-titlepage HashiCorp and the Business of Open Source

HashiCorp and the Business of Open Source

19 September 2023
Subscriber Only

A PivotNine research paper on HashiCorp's licensing change, what customers should consider, and the strategic implications for HashiCorp.