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Product Management Playbook

The Playbook for Improving Day-to-Day Execution

Are Product Managers Becoming Too Technical?

Product managers with technical backgrounds have steadily increased over the years.  Are heavy product manager technical skills good or bad for the product management profession? It begs a lot of questions in which a yes or a no answer is entirely appropriate. Here are a few that come to mind. The [...]

2019-06-03T14:15:14-04:00June 3rd, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Are Product Managers Becoming Too Technical?

Business Requirements vs. Value Propositions: Is There Any Difference?

Business requirements and value propositions are one and the same. What’s different is the purpose for which they’re written. Business requirements are written to communicate the WHO, WHAT & WHY value that’s required to justify building new products and features. Value propositions are written to communicate the WHO, WHAT & WHY value that existing products [...]

2019-04-26T16:27:26-04:00April 26th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Business Requirements vs. Value Propositions: Is There Any Difference?

The Simple Definition of Product Portfolio Management

Your product portfolio has more strategic value than the sum of its parts, especially from the customers’ point of view. Here’s the simplest definition of product portfolio management and it involves three simple concepts: […]

2019-06-03T14:15:17-04:00March 12th, 2019|Categories: Product Management Playbook|Tags: , |Comments Off on The Simple Definition of Product Portfolio Management

Product Business Case: Three Steps to Keeping It Grounded in Reality

Have you ever seen a product business case, especially for a new product, that didn’t look like a blockbuster? They’re rare. And how often do the revenue projections match reality? It’s hard to say. No one ever compares projections to actuals after the product hits the market. Here are three steps [...]

2019-06-03T14:15:18-04:00February 27th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Product Business Case: Three Steps to Keeping It Grounded in Reality

Sales Presentation Techniques That Improve Discovery

There are many cases where salespeople are forced into giving presentations before adequate discovery has been completed. Here are a few sales presentation techniques that will yield valuable buyer motivations without formal discovery meetings. The Playbook: […]

2019-06-03T14:15:20-04:00January 28th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Sales Presentation Techniques That Improve Discovery

Powerful Product Positioning: Follow These Three Guidelines

Powerful product positioning usually boils down to the best story, which is not always the best product. Adhere to these three guidelines and marketing and selling value will be a lot easier.  The Playbook: […]

2019-06-03T14:15:21-04:00January 18th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Powerful Product Positioning: Follow These Three Guidelines

How to Get More Product Management From Your Product Managers

If you’ve ever wondered why some athletes are great with one team but not so great with another, the difference is usually in their supporting cast.  The same philosophy applies to the product management function. Here are three steps to help you get more product management from your product managers. [...]

2019-06-03T14:15:27-04:00December 4th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on How to Get More Product Management From Your Product Managers

Pursuing a Product Management Career: The #1 Skill

There are many skills that are important for success in a product management career, but there’s one that stands head and shoulders above all the rest. Apply a little deductive reasoning to get there. The Playbook: […]

2019-06-03T14:15:29-04:00November 6th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Pursuing a Product Management Career: The #1 Skill

Reactive Product Decisions: Avoiding The #1 Culprit

The single biggest reason for reactive product decisions is the absence of a cohesive top-down strategy that articulates where you’re going, how you’ll get there and why you’ll succeed – articulated in terms of customer value. The Playbook: […]

2019-06-03T14:15:30-04:00September 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Reactive Product Decisions: Avoiding The #1 Culprit

Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

Nothing accelerates the sales process more than a presentation that simply “nails it.” Here’s a quick test to determine the Buyer Relevance Quotient (BRQ) of your sales presentations. The Playbook: […]

2019-09-19T16:24:03-04:00August 29th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)