A Go-To-Market Best Practices Course

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A Go-To-Market Best Practices Course

Request Live Web/Onsite Training
Take This Course Online

The devil is always in the details of the execution. Build & Deliver is a go-to-market best practices course for B2B product management that delivers 10 best practices for improving execution of your product plans, backlogs, development and go-to-market releases. You’ll learn how to improve day-to-day execution in the trenches, clarify roles, simplify workflows, reduce artifacts, and keep everyone focused on the end-game — building solutions that ultimately make people measurably better at their job.

When you complete this course, you’ll know how to prepare your organization to successfully market, sell, deliver and support your solutions so that you acquire more new customers and create great references from existing customers.

Pre-requisite: Markets & Customer Goals

One Less Thing to Figure Out!

You’ll always know exactly what you’re learning and how it’s relevant to the big picture. Unlike our competitors, every Proficientz course module maps directly to its namesake section in the Proficientz Framework so that you don’t need a reference chart to figure it out. The course icons and framework are color-coded by design to make it even easier.


Build & Deliver Course Objectives

  1. Improve the day-to-day efficiency of product management and engineering/development.
  2. Make sure that the organization is fully prepared to market, sell, deliver and support new products and solutions.
  3. Structure the product organization to improve the effectiveness of engineering, marketing, sales and client services/support.

Challenges Addressed

  • Projects Are Off-Track From the Start – It happens all too easily when projects are driven by product goals instead of customer goals.
  • Building Features Before the Target is Clear – You’re scoping and building features before clearly defining WHAT you’ll help users accomplish, WHY it’s important, and HOW they expect to accomplish it.
  • Scope Conflicts – There are too many debates over features that force product managers into the weeds on technical design.
  • The Tail is Wagging the Dog – Engineering and development practices are dictating how product management does the market-facing part of its job.
  • Dribble vs. Launch – It takes too long to get customer success stories after new products and features are released to the market.
  • One-Trick Pony Product Organization – Your team is a group of one-size-fits-all, jack-of-all-trades product managers trying to do too many things and not doing any of them very well.

Course Takeaways

  • Projects With Clear Customer Success Goals – Learn how to form the bulls-eye for every development project with the WHO, WHAT & WHY customer goal metrics that keep design and development teams on course to a clear destination.
  • Value-Based Project Scope and MVP Definition – User goals and obstacles are first. Features and specs last.
  • Define Solutions Before Features – Learn how to define “procedural business solutions” that make people better at their job before diving into features.
  • Two-Step Scope Decisions – Learn how to set initial scope (MVP) and development priorities with user job tasks before features and product specs are determined.
  • Agile Best Practices – Learn how product management can improve Agile efficiency with high-fidelity market-facing themes, epics and user stories that give design and development teams a clear value bulls-eye for every project.
  • Launch With Customer Success Stories – Learn how to take new solutions to market with customer success stories right out of the gate to accelerate sales.
  • A Product Organization That Leads – You’ll learn an outside-in approach for structuring your existing headcount so that you’re consistently delivering greater strategic value to the customer while setting up engineering, marketing, sales and customer services functions for greater success.


  1. Faster Time to Market – When the business goals of your target customers are clearly defined in plain English, designers and engineers encounter fewer speed bumps building the solutions.
  2. More Customer Success Stories – When the customer success stories are written before the solutions are developed, they’re all but guaranteed to succeed and deliver measurable value.
  3. Less Effort, Less Stress and Better Results – It’s the epitome of teamwork!

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