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Gathering Market & Customer Insights

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Obsess Over Customer Success and Product Success is All But Guaranteed

If you obsess over customer success, product success is all but guaranteed. Applying that concept in a B2B environment however, requires a broader definition of “the customer.” The good news: when you redefine “the customer” to encompass the entire customer organization, success comes faster and with fewer speed bumps. Put your customer success manifesto into practice with one overarching goal and three supporting pillars. […]

The Universal Product Management Framework: 3 Questions and an Org Chart

There’s a universal product management framework that takes product management, product marketing and sales enablement down to the lowest common denominator. Regardless of what you’re doing in any of these functions, it all starts here. The Playbook: […]

The Product Portfolio Management Discipline: 3 Dimensions That Make You More Market-Driven

A product portfolio management discipline in B2B is more about your portfolio’s alignment to customer goals than it is to your own revenue and profitability goals. Why? If you’re going to be a market-driven organization, everything needs to be aligned with the business goals of your target customers to ensure there’s a common focal point that’s meaningful across product, marketing and sales teams. Cover these three bases and strengthen your portfolio’s alignment to the market. […]

February 13th, 2017|Categories: Blog|Tags: , |0 Comments

How Much “Market” Is In Your (MRD) Market Requirements Document?

Most B2B organizations use a Market Requirements Document (MRD) for driving new solutions to market. How much of the content in those MRDs should be pure market requirements versus product requirements? A good rule of thumb — 100% market and 0% product. […]

February 6th, 2017|Categories: Blog|Tags: , |0 Comments

Three Reasons to Shift From Horizontal Products to Industry Solutions

Making the shift from horizontal products to industry solutions boils down to differentiation…not just the marketing and messaging variety but adding product capabilities specific to key industry segments that deliver exponentially more value than generic one-size-fits-all products or services. […]

January 27th, 2017|Categories: Blog|Tags: , |0 Comments

Can You Solve Big Problems With a Single Product?

Can a single product really solve big problems that are strategic to a customer? For 80% of B2B products and services, the answer is generally NO!  Kudos to the 20% that can. […]

January 26th, 2017|Categories: Blog|Tags: , |0 Comments

Creating High-Fidelity Product Experiences That Engage and Retain Customers – Webinar

If you want to build amazing products that engage and retain customers, the approach is simple. Understand the customer organization from top to bottom, not just your users. The best product teams uncover needs from the top of the organization down to understand the relationship between strategic, operational, and tactical needs — not only when building requirements, but throughout the product lifecycle.  The Playbook: […]

January 23rd, 2017|Categories: Product Management Playbook|Tags: |0 Comments

Product Feature Prioritization – A Three-Step Technique

Product feature prioritization! If only there was a magic machine that took product enhancement lists in one end and spit a credible priority list out the other. The intention is good – invest in features that yield the greatest return. But prioritizing features can be highly subjective. Throw in other classifications that attempt to assign value to product enhancements such as market growth, competitive, customer satisfaction, contractual commitments, etc. and this exercise can turn into something that makes you want to bang your head against the nearest brick wall! […]

January 22nd, 2017|Categories: Blog|Tags: , |0 Comments

“What-if” Scenarios: The Key to Making Good Products Great

There are plenty of good B2B solutions in the market, but as a percentage there are only a few great ones.  The key to making good products great is as simple as building what-if scenarios into your user stories, product requirements and product design. The good and the great solutions both possess the following elements: […]

January 10th, 2017|Categories: Blog|Tags: , |0 Comments

The Solutions Maturity Scale for B2B

Your solution maturity refers to the manner in which your organization approaches the planning, development, marketing and sales of its products and services. It's defined by the extent to which your solutions mirror your target customers. The stronger the alignment, the higher your score.

January 2nd, 2017|Categories: Blog|Tags: |0 Comments