Deliver, Market & Sell Solutions With Strategic Customer Value

Market & Customer Insights

Home » Market & Customer Insights

Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones

When it comes to uncovering customer needs, it’s easy to get caught in the trap reacting and developing products and features for “squeaky wheel” needs without understanding the core business needs and their value to the customer. […]

2019-09-23T13:19:13-04:00September 3rd, 2019|Categories: Blog|Tags: |Comments Off on Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones

B2B Product Manager Magazine June 2019

The B2B Product Manager Magazine June 2019 is now available. Every product company wants successful products. This month we contrast the differences between structuring your product management function for product success vs. customer success. Determine which approach is most conducive to successful products over the long haul in your organization. We're also celebrating graduation month [...]

2019-06-11T12:12:41-04:00June 11th, 2019|Categories: Blog|Tags: , |Comments Off on B2B Product Manager Magazine June 2019

Portfolio Product Management: The Up Side You Didn’t Consider (Video)

Portfolio product management defies conventional product management wisdom. It’s true that if every product is successful, your company will be successful. In B2B though, what’s best for every product may not be the best or most valuable thing for the customer organization or yours. View the short video to see [...]

2019-06-03T14:15:16-04:00April 24th, 2019|Categories: Blog|Tags: , , |Comments Off on Portfolio Product Management: The Up Side You Didn’t Consider (Video)

The Simple Definition of Product Portfolio Management

Your product portfolio has more strategic value than the sum of its parts, especially from the customers’ point of view. Here’s the simplest definition of product portfolio management and it involves three simple concepts: […]

2019-06-03T14:15:17-04:00March 12th, 2019|Categories: Product Management Playbook|Tags: , |Comments Off on The Simple Definition of Product Portfolio Management

Why It’s More Beneficial to Help Customers Meet Business Goals Than Solve User Problems

Is it more beneficial to solve user problems or help customers meet their business goals? It's entirely possible to solve legitimate user problems and still not deliver solutions that have business value to the customer organization. Watch the video to learn why it's different in B2B. Video Highlights Solve user problems or [...]

2019-06-03T14:15:27-04:00December 19th, 2018|Categories: Blog|Tags: |Comments Off on Why It’s More Beneficial to Help Customers Meet Business Goals Than Solve User Problems

Creating Your Product Vision: Two Parts Customer, One Part Product

Creating your product vision can be difficult when you focus too much on the product. Legendary Harvard Business School marketing professor Theodore Levitt famously said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” Apply that same philosophy to B2B products and your product vision will [...]

2019-06-03T14:15:30-04:00September 18th, 2018|Categories: Blog|Tags: , , , |Comments Off on Creating Your Product Vision: Two Parts Customer, One Part Product

The Ultimate Product Vision, Feature ROI, Product vs. Sprint Backlog, and The Problem is the Problem

The B2B Product Manager Magazine May 2018 is now available. The mantra of every product, marketing and sales professional starts and ends with finding and solving customer problems. But identifying the problems that are most critical to your target customers is like finding a needle in a haystack. Our feature [...]

2019-06-03T14:15:34-04:00June 6th, 2018|Categories: Blog|Tags: , , |Comments Off on The Ultimate Product Vision, Feature ROI, Product vs. Sprint Backlog, and The Problem is the Problem

Stop Looking For Customer Problems

There’s an old saying in sports – winning cures everything. The same could be said for B2B organizations that consistently meet their strategic goals. When organizations are winning, many of their so-called problems fade into the background. Which brings me to an important point that every product management team should consider: If your organization is [...]

2018-05-21T21:35:13-04:00May 21st, 2018|Categories: Blog|Tags: , |Comments Off on Stop Looking For Customer Problems

Aspirational Selling, Requirements Spaghetti, Be the Customer, and Selling Stuff You Don’t Have

The B2B Product Manager Magazine April 2018 is now available. We kick off our April issue by looking at the correlation between your sales methodology and your product management philosophy. We also discuss the ultimate customer experience, a requirements food analogy and why it’s easier to sell products you don’t [...]

2019-06-03T14:15:35-04:00April 24th, 2018|Categories: Blog|Tags: , |Comments Off on Aspirational Selling, Requirements Spaghetti, Be the Customer, and Selling Stuff You Don’t Have

Creating the Ultimate Customer Experience Starts With Being a Customer

It’s the little things that matter most when it comes to raising the customer experience from good to great. Sometimes there’s no substitute for just being “the customer” yourself. […]

2019-06-03T14:15:36-04:00April 10th, 2018|Categories: Blog|Tags: |1 Comment