About Our Product Management Blog for B2B
High Octane is a Product Management Blog from Proficientz that offers “how to” tips for improving strategy, planning and execution in trenches of product management, product marketing and sales enablement. Our best practices focus on using your portfolio to make customers more successful with cross-functional solutions that have more strategic value than individual products. We publish several entries each month. Click here to subscribe and get them delivered directly to your inbox.
Sales Discovery: Uncovering THE BIG WHY (Video)
Sales discovery can be tricky. Even when your solution solves every buyer problem, a win is still more elusive than you think. The earlier in the sales process you uncover “THE BIG WHY” the sooner you can position unique value and get the jump on the competition. […]
B2B Product Manager Magazine January 2019
The B2B Product Manager Magazine January 2019 is now available.
This month we zero in on an aspect of “team” that often gets overlooked in product management. A few tweaks benefit everyone, including your customers. We also throw in guidelines for telling a better value story and two strategy options for mature products.
I hope your 2019 is off to a great start. Enjoy our January issue.
In This Issue
Building a Stronger Product Management Organization: A Different Take on “Team” (Video)
As the product management organization goes, so goes the rest of the company. Here’s a different take on the team aspect of product management and how it strengthens the product management organization along with marketing, sales and customer on-boarding teams.
Like the video? Contact us about an onsite Instructor-Led Workshop or check out our On-Demand Training & Certification so you can build a stronger product […]
B2B Product Manager Magazine December 2018
The B2B Product Manager Magazine December 2018 is now available.
We close out the year with a familiar theme: create solutions that make customers measurably better at their business and then deliver, market and sell them in a manner that drives consistent and profitable growth for your organization .
If that theme resonates, a portfolio approach to managing, marketing and selling your products is the key to […]
Why It’s More Beneficial to Help Customers Meet Business Goals Than Solve User Problems
Is it more beneficial to solve user problems or help customers meet their business goals? It’s entirely possible to solve legitimate user problems and still not deliver solutions that have business value to the customer organization. Watch the video to learn why it’s different in B2B.
Video Highlights
- Solve user problems or meet business goals. Find out why customers care more about the latter.
[…]
Who’s Minding Your Product Portfolio…Beside Your Customers?
You build products, you market products, you sell products and you implement products. That’s how you make money.
Your customers on the other hand, want to…
- Improve employee retention by investing more heavily to develop talent within the organization and create more attractive career paths. (every industry)
- Improve patient-care quality scores so they can qualify for higher Medicare reimbursements to offset declining margins. (healthcare providers)
[…]