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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.

3 Tiers of Customer Value in the Product Management Maturity Model

Your product management maturity model isn’t so much about what your team can do. It’s what your team can do for the customer.

From either perspective, it’s the skill level and proficiency of your team as it matures. But if customer value is always the end game, make quantifiable customer outcomes the driving force in your product management maturity model and the path becomes shorter, faster […]

May 24th, 2021|Comments Off on 3 Tiers of Customer Value in the Product Management Maturity Model

B2B Product Manager April 2021

B2B Product Manager April 2021 Issue

This month we show a little love to those in senior product management roles with a focus on strategy, title inflation, and newbies to the VP role.

Of course, we can’t ignore the connection between sales and product management. Whatever happens in product management is usually reflected somewhere in the sales process!

Enjoy our April issue.

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April 14th, 2021|Comments Off on B2B Product Manager April 2021

Sales Demos: Selling Outcomes vs. Features

Business outcomes vs product features: how do your sales demos stack up?

In many cases, the product silos that exist within product management become transparent to 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.

Here’s your 3-step plan for selling business outcomes versus […]

April 14th, 2021|Comments Off on Sales Demos: Selling Outcomes vs. Features

If Your Product Strategy Doesn’t Piss Somebody Off, It’s Probably Not Very Good!

Don’t get me wrong. The goal of your product strategy isn’t to piss people off.

It’s to demonstrate that your product direction is aligned with the goals and priorities of your target customers, current customers included.

It’s to demonstrate that you have a vision beyond the next release or two for how you’re going to make customers better at mission-critical processes that are strategic to their business.

It’s […]

March 24th, 2021|Comments Off on If Your Product Strategy Doesn’t Piss Somebody Off, It’s Probably Not Very Good!

B2B Product Manager March 2021

The performance of product management and the ripple effect (positive and negative) on engineering, marketing, sales and customer success is front and center this month.

It’s one of those things that gets talked about here and there, but the magnitude of that ripple effect may not be fully understood across the company.

We offer a few insights.

Enjoy The B2B Product Manager March issue. […]

March 3rd, 2021|Comments Off on B2B Product Manager March 2021

As Product Management Goes, So Goes the Rest of the Organization

William Shakespeare once said, “The Eyes are the window to your soul.” Think of product management as the window to your organization’s soul. Everything about how your organization builds, markets, sells and onboards customers starts and ends with your products. As product management goes, so goes the rest of the organization.

Here’s a stab at what many would consider the ideal product management discipline (B2B). Granted, it’s […]

February 25th, 2021|Comments Off on As Product Management Goes, So Goes the Rest of the Organization