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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.

The Key to Becoming a Great Business Problem Solver

This is going to sound elementary, but hang with me for a minute. The key to becoming a great business problem solver is the ability to distinguish customer problems from customer outcomes or goals.

Here’s what I mean. Customers say things like, “One of our biggest problems is that we don’t get enough repeat business from existing customers.”

It’s easy to take statements like that at face […]

May 1st, 2020|Comments Off on The Key to Becoming a Great Business Problem Solver

Essential and Non-Essential Customer Problems

The terms essential and non-essential are now part of our new lexicon as we fight the coronavirus pandemic. Essential and non-essential businesses. Essential and non-essential goods and services. And now, essential and non-essential customer problems.

For all of us product professionals, we need to quickly assess the extent to which the problems we were solving for customers a few months ago are still essential. With any […]

April 17th, 2020|Comments Off on Essential and Non-Essential Customer Problems

B2B Product Manager April 2020 Issue

The B2B Product Manager April 2020

COVID-19 changes everything, for us and our customers. This month we offer three things you can do to make sure your product and marketing priorities are in lockstep with the new priorities of your target customers.

We’re also offering a free 30-minute webinar on April 23rd to help you become a star problem-solver by shifting your focus from customer problems to […]

April 15th, 2020|Comments Off on B2B Product Manager April 2020 Issue

What to Do When Customer Priorities Have Been Thrown into a Tailspin!

The COVID-19 pandemic has thrown your customer priorities into a tailspin. For some organizations, their biggest vulnerabilities have been exposed at the most inopportune time (Zoom Meeting). For others, their strengths have been amplified (MyPillow).

In either case, the top-down priorities of your target customers are completely different than they were before COVID-19.

If there was ever a time to make sure your product priorities […]

April 9th, 2020|Comments Off on What to Do When Customer Priorities Have Been Thrown into a Tailspin!

Proficientz is Giving Back

Proficientz is giving back to the product management and product marketing community that has given us incredible support for the past 18 years.

If your career growth goals or corporate strategic initiatives involved training and skills development, there’s no reason to put them on hold during these unprecedented times.

We’re offering the opportunity to learn a unique “solutions” approach to product management and product marketing that’s practically […]

March 26th, 2020|Comments Off on Proficientz is Giving Back

Is It Easier to Position Products You Haven’t Built Yet?

I noticed a strange trend early in my product management career. People in marketing, sales and even on our product teams could position products we hadn’t built yet and do it with remarkable clarity. We weren’t nearly as good positioning products we already had. I still see it with many of our clients today. What’s going on?

[…]

March 9th, 2020|Comments Off on Is It Easier to Position Products You Haven’t Built Yet?