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Dominating Your Market, Agile Role Clarification and The Price of One-Off Features

The B2B Product Manager Magazine June 2017 is now available. This month we look at the customer value chain from start to finish using the relay race analogy and how your organization can consistently win that race and dominate the market. We also share a few tips and tricks for clarifying the product manager and product owner roles, plus the price you’re ultimately paying for one-off custom features. View the June/July 2017 Issue. […]

Product Manager vs Product Owner: The Simple Distinction

In the world of agile software development, the product manager vs product owner confusion is hardly new. This problem has existed as long as software and product managers have been around. It merely has a new name. If you define their responsibilities in a way that mirrors the business of the customer, the confusion is all but gone. […]

June 21st, 2017|Categories: Blog|Tags: |0 Comments

Win the “Customer Value” Relay Race and Dominate Your Market

If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. Products and services are the means to the end, but every customer-facing function in your organization plays a role in delivering customer value. It’s like relay race. Everyone understands their role, knows where the baton is at all times, and knows exactly what to do when they run their leg of the race. There are seven legs in the race for market leadership. Here are the runners and the goals of each. […]

Are Agile Frameworks Dominating the Software Product Management Landscape?

Some days it feels like Agile frameworks are dictating how product management is done. At a minimum, they seem to be dominating the product management narrative in the software industry. If that’s true, it’s not good for your products and it’s not good for your organization. On the other hand, when product management and Agile are 100% complementary, the end result is solutions that make customers better at whatever they do.   […]

June 12th, 2017|Categories: Blog|Tags: |0 Comments

Customer Value, Underperforming Products, Product Demo Objections and More

The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans. Plus, tips on using white papers to generate more qualified leads and the difference between voice of the customer and sales feedback. View the May 2017 Issue. […]

WHITE PAPER: Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing

Ask your colleagues to define your organization’s “culture” and you’re sure to get a wide variety of interpretations. But defining a “customer value” culture is pretty straightforward: It’s about making sure your entire organization is driven by the strategic goals of your target customers. When that is your primary modus operandi, you’ll routinely be rewarded [...]

Top 3 Culprits of Underperforming Products

Any number of factors can contribute to underperforming products, but the root causes are usually tied to a combination of the following three issues:  […]

May 3rd, 2017|Categories: Blog|Tags: |0 Comments

Connecting Strategic Plans to Product, Marketing & Sales Execution Plans in 3 Steps

Most organizations have strategic plans that include goals for revenue growth, new customers, market share and other quantifiable metrics.  All good! But a huge disconnect often exists between the corporate strategic plan and tactical product, marketing and sales plans. When that’s the case, the organization loses tremendous momentum because all disciplines are going in different directions, focused on different goals with competing and often conflicting priorities. Good news: the fix is straight forward and makes life easier for everyone. […]

April 25th, 2017|Categories: Blog|Tags: |0 Comments

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue. […]

Hiring the Right Product Manager

When it comes to hiring the right product manager, there’s no foolproof technique. Treat it like you’re shopping for a product. You have a set of needs. There are obstacles to meeting those needs, and you’re going to shop for a person who can best remove those obstacles. The situational interview will quickly separate the contenders from the pretenders. […]

March 28th, 2017|Categories: Blog|Tags: |0 Comments