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Product Leadership – How To Be The Big Fish in the Pond

Which category do you fall into? Big fish in a small pond, or small fish in a big pond? If you’re a big fish in the pond you’re probably one of the leaders in your market space. This is a sign of good focus and leading with your strengths, the foundation of a strong portfolio strategy.

Conversely, if you’re a small fish in a big pond […]

November 9th, 2016|0 Comments

Managing the Three Most Common Sales Fire Drills

As a rule, product managers are an accommodating bunch. But managing sales fire drills can sure test their hospitality.  Most product managers are already stretched beyond their limits, and many sales requests are just one more distraction that adds to their stress and frustration of trying to do too many things and not doing any of them well.


November 8th, 2016|0 Comments

The Ultimate Sales Battle Card – Less is More!

“Wanna get away?” Most salespeople can identify with those Southwest Airlines commercials that show well-intentioned people stepping into really uncomfortable situations. If you’re a salesperson, you never want to experience that. If you’re in a product marketing role, you want to do everything in your power to keep salespeople out of those situations. A simple sales battle card that helps them navigate any prospect conversation […]

October 24th, 2016|0 Comments

How to Keep Your Product Strategy From Working Like a Bad Maps App?

If your product strategy changes so often that the execution of the smallest project is a challenge, you may have the equivalent of a bad maps app on your hands. The culprit? It’s too much about the product. The fix? Center your product strategy on the business goals of your target customers, and both the destination and turn-by-turn directions will be crystal clear.  […]

October 20th, 2016|0 Comments

Voice of the Customer: Listening in Layers

Nothing bad comes from listening to the voice of the customer. In fact, it’s all good. Any customer insights are better than none. Make it a routine business practice and you’ll get higher-value products and solutions to market faster, grow revenue and have more loyal customers. In B2B though, the customer’s voice has multiple layers that require unique listening skills.


September 27th, 2016|0 Comments

The Product Management Career Ladder: Tactical. Operational. Strategic.

Before your mind wanders too far, let’s set the record straight. In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Master each of these customer domains and the next rung on the product management career ladder awaits.


September 25th, 2016|0 Comments
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