Deliver, Market & Sell Solutions With Strategic Customer Value
Loading...
Product Management Blog for B2B2019-07-30T12:42:08-04:00

About Our Product Management Blog

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.

How To Differentiate Your Product When Competitors Solve the Same Problems

Buyer perceptions are a dangerous thing.

I remember it all too well from my quota-carrying sales days. There were competitive products that solved the same exact problems, and then there were competitive products that didn’t even come close, but their marketing or sales teams did something to convince buyers otherwise. […]

October 22nd, 2019|0 Comments

Product Positioning: Overcoming Seven Obstacles to a Great Value Story

Great product positioning begins with the customer’s vision.

If you’re a car enthusiast, go read the marketing copy for your dream car. The product marketers do a masterful job of getting you to envision how awesome you’d look and feel behind the wheel of that car. Apply the same concept to your products and solutions and watch the uptick in your marketing and sales efforts.

Here’s one […]

September 24th, 2019|Comments Off on Product Positioning: Overcoming Seven Obstacles to a Great Value Story

Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones

When it comes to uncovering customer needs, it’s easy to get caught in the trap reacting and developing products and features for “squeaky wheel” needs without understanding the core business needs and their value to the customer.

[…]

September 3rd, 2019|Comments Off on Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones

Do It For the Portfolio Instead of Every Product: Five B2B Product Management Best Practices

The Portfolio vs. Every Product!

Here are five B2B product management best practices that’ll give product management teams the coveted “strategic” moniker among executives, marketing, sales, engineering and customer success teams. Read on to see why doing these five things for the portfolio instead of doing them for every product not only improves the strategic value of product management, they also make your […]

August 6th, 2019|Comments Off on Do It For the Portfolio Instead of Every Product: Five B2B Product Management Best Practices

B2B Product Manager Magazine June 2019

The B2B Product Manager Magazine June 2019 is now available.

Every product company wants successful products. This month we contrast the differences between structuring your product management function for product success vs. customer success. Determine which approach is most conducive to successful products over the long haul in your organization.

We’re also celebrating graduation month here at Product Management University. Read on to see how you can […]

June 11th, 2019|Comments Off on B2B Product Manager Magazine June 2019