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The Product Management Playbook2019-07-30T12:42:59-04:00

Product Management Playbook

Common Scenarios & Tips for Simpler Execution

Reactive Product Decisions: Avoiding The #1 Culprit

The single biggest reason for reactive product decisions is the absence of a cohesive top-down strategy that articulates where you’re going, how you’ll get there and why you’ll succeed – articulated in terms of customer value. The Playbook:

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September 17th, 2018|Comments Off on Reactive Product Decisions: Avoiding The #1 Culprit

Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

Nothing accelerates the sales process more than a presentation that simply “nails it.” Here’s a quick test to determine the Buyer Relevance Quotient (BRQ) of your sales presentations. The Playbook:

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August 29th, 2018|Comments Off on Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

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:

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August 17th, 2018|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 do, your product must be great at handling them.” Think back to a sale you lost when you clearly had the superior solution, or a sale you won when you clearly didn’t. Case closed! The presenter is the difference. Follow three simple guidelines to differentiate with credibility and boost your win rates. The Playbook: […]

July 25th, 2018|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 answering questions. Finding the time to involve the rest of the company to the extent necessary for launch success is difficult. The Playbook:
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June 13th, 2018|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 you can generate in each market segment by increasing the business value via additional features. While it’s easy enough to estimate the cost of building features, there’s simply no practical way to determine the revenue impact at that level of granularity. The Playbook: Go macro on your feature ROI:  […]

May 14th, 2018|Comments Off on Product Feature ROI: A Fool’s Errand?