Greater Focus on Target-Customer Goals Simplifies Processes and Improves Value of Solutions

Atlanta, GA – June 11, 2014 – When the goals of your target customers are the focal point, everything is easier.  Proficientz, Inc., a product management & marketing training firm, today announced the release of its fifth generation framework for B2B product management.  The framework is a set of best practices and document templates that help B2B organizations deliver higher value solutions by uncovering needs more critical to the success of their target-customer organizations from the top down.

The fifth generation Proficientz Framework makes it easier for B2B product and service organizations to create and deliver higher value solutions by placing more emphasis on identifying the goals of its target-customer organizations from the top down and delivering solutions that remove the biggest obstacles to their success at all levels.  The framework also offers a simple new look consisting of 24 best practices and supporting document templates that encompass five major activities for managing and marketing existing and new solutions:

  1. Segment target markets.
  2. Identify the goals of organizations in each segment from the C-suite down to the operational processes in the trenches and the biggest obstacles to those goals at all levels.
  3. Determine the goals and obstacles with the highest relevance.
  4. Create a product portfolio strategy that accomplishes two objectives:
    –  Prioritizes product development initiatives that have the biggest impact on the target-customer’s goals.
    –  Prioritizes marketing and sales enablement initiatives that maximize short-term revenue from existing solutions.
  5. Execute product plans and marketing initiatives and deliver business solutions.

 

Product Management Framework for B2B

Product Management Framework

 

Since it’s inception in 2001, the Proficientz Framework has always placed more emphasis on the success of an organization in its target markets over the success of each product.  Its fifth generation framework stays true to that fundamental because elevating the focus from product success to market success encourages collaboration across product and marketing teams to uncover and solve more critical customer needs that go beyond the capabilities of each product.  The goal of delivering higher value solutions and driving faster top-line growth remains unchanged.

Proficientz updates its framework every few years according to John Mansour, Managing Partner.  “The dynamics of B2B solution providers and their target customers are constantly evolving and product management and marketing practices that worked well five or ten years ago aren’t nearly as effective today because the surrounding circumstances are completely different.  Our framework makes it easier for B2B organizations to see the market through the lens of their target-customer organizations and address needs accordingly instead of seeing the market through the lens of each product or service.”

As part of the framework update, all Proficientz training programs and templates have been updated to reflect the new best practices and further improve the simplicity of implementation.  To augment its training programs and consulting services, Proficientz has also published its implementation methodology and allocated time in each of its training courses to lay the groundwork for each customer’s specific implementation.

More details on the Proficientz framework can be obtained by:

 

About Proficientz

The Proficientz framework, training programs and consulting services have a single goal: to make it easier for B2B solution providers to uncover needs more critical to the success of their target-customer organizations from the top down and deliver higher value solutions that drive faster growth. Its B2B product management & marketing practices are unique because they encourage collaboration across product teams and place more emphasis on high-value solutions that drive the success of the organization in each market segment.