Deliver, Market & Sell Solutions With Strategic Customer Value

Product Management Playbook

The Playbook for Improving Day-to-Day Execution

Shifting Markets, Shifting Strategy: Three Considerations

Shifting markets usually constitute a shift in product strategy for most organizations. For some, the current market climate presents a world of opportunity and for others it’s an exercise in survival. In either case, there are three key aspects of product strategy that matter most. The Playbook: […]

2019-06-03T14:15:32-04:00August 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Shifting Markets, Shifting Strategy: Three Considerations

Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. From a buyer’s perspective, the psychology goes something like this: “If you can articulate my issues in the exact manner I [...]

2019-06-03T14:15:33-04:00July 25th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product Launch: Reducing the Product Manager’s Workload

When do most Product Managers start thinking about the product launch? Many wait until the development process is nearing the end before bringing other departments into the fold. Sure, you copy them on project updates and milestone progress (which they probably never read). But you’re too busy writing requirements, tracking development progress, reviewing designs and [...]

2019-06-03T14:15:34-04:00June 13th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Launch: Reducing the Product Manager’s Workload

Product Feature ROI: A Fool’s Errand?

If you’ve ever been asked to produce a product feature ROI, you know what a mind numbing exercise it is. In most cases it’s a fool’s errand. Here’s the deal: most products and features are usually integrated and target the same markets and same customers. If that’s the case, think about how much additional revenue [...]

2019-06-03T14:15:35-04:00May 14th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Feature ROI: A Fool’s Errand?

Strategic and Tactical Requirements: Spaghetti or Layer Cake?

When you combine strategic and tactical requirements, you can end up with a bowl of spaghetti or a layer cake. The layer cake approach makes the relationship between strategic and tactical requirements simple for everyone to understand and, believe it or not, a more appetizing dish for the masses. The Playbook: […]

2019-06-03T14:15:37-04:00April 7th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Strategic and Tactical Requirements: Spaghetti or Layer Cake?

Segmenting Markets and Quantifying New Product Ideas

Segmenting markets is the most important thing your organization can do because it answers the question, WHO are our target customers? In other words, your market segments are the basis for all critical decisions because they form the common bulls-eye that focuses all product, marketing and sales activities to common customer needs and goals. Market [...]

2019-06-03T14:15:38-04:00March 12th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Segmenting Markets and Quantifying New Product Ideas

Demonstrating Solutions vs. Products

In many cases, the product silos that exist internally become transparent to your buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case. The Playbook: Three tactics that will help you sell a [...]

2018-05-21T21:48:25-04:00October 24th, 2017|Categories: Product Management Playbook|Tags: |Comments Off on Demonstrating Solutions vs. Products

Five Steps to Solutions-Driven Product Management

Here’s what makes solutions-driven product management such a challenge. The vast majority of product companies are a mishmash of products brought together through mergers and/or acquisitions. Each one throws another silo into the fire that further fragments strategies, product plans, R&D, marketing and sales. The $64,000 question is, “how do you transform multiple disparate products into business [...]

2019-06-03T14:15:41-04:00September 20th, 2017|Categories: Product Management Playbook|Tags: , , |Comments Off on Five Steps to Solutions-Driven Product Management

Market Problems vs. Customer Goals: Gaining More Valuable Insights

If you’re in a product management, product marketing or sales enablement role, consider replacing the phrase market problems with target customer goals. It will remove any blinders you might have and open your eyes to a whole new narrative that’ll help you deliver, market and sell solutions with more strategic value. The Playbook: Here’s how it works. [...]

2019-03-11T20:04:58-04:00August 9th, 2017|Categories: Product Management Playbook|Comments Off on Market Problems vs. Customer Goals: Gaining More Valuable Insights

One-Off Features: The Price of Committing Too Often

If you’re a software company, committing to one-off features just to win a single deal has been a long-standing business practice. Making a habit of it, and worse yet, getting good at it, is the equivalent of throwing your company into a death spiral then perfecting your spin. Here’s why. Every time you commit development resources to [...]

2019-02-15T20:12:11-05:00June 21st, 2017|Categories: Product Management Playbook|Tags: , |Comments Off on One-Off Features: The Price of Committing Too Often