Deliver, Market & Sell Solutions With Strategic Customer Value

Market & Customer Insights

Strategic and Tactical Requirements: Spaghetti or Layer Cake?

When you combine strategic and tactical requirements, you can end up with a bowl of spaghetti or a layer cake. The layer cake approach makes the relationship between strategic and tactical requirements simple for everyone to understand and, believe it or not, a more appetizing dish for the masses. The Playbook: […]

2019-06-03T14:15:37-04:00April 7th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Strategic and Tactical Requirements: Spaghetti or Layer Cake?

Marketing Basics, A Product Lifestyle Change and the Definition of Market-Driven

The B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer [...]

2019-06-03T14:15:37-04:00March 27th, 2018|Categories: Blog|Tags: , , , |Comments Off on Marketing Basics, A Product Lifestyle Change and the Definition of Market-Driven

Market-Driven Products vs. Market-Driven Product Companies

If you have market driven products then don’t you have a market driven company? […]

2019-06-03T14:15:37-04:00March 13th, 2018|Categories: In The Trenches|Tags: , , , |Comments Off on Market-Driven Products vs. Market-Driven Product Companies

Segmenting Markets and Quantifying New Product Ideas

Segmenting markets is the most important thing your organization can do because it answers the question, WHO are our target customers? In other words, your market segments are the basis for all critical decisions because they form the common bulls-eye that focuses all product, marketing and sales activities to common customer needs and goals. Market [...]

2019-06-03T14:15:38-04:00March 12th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Segmenting Markets and Quantifying New Product Ideas

Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

The B2B Product Manager Magazine January 2018 is now available. We’re kicking off 2018 with a discussion on product success metrics and a viewpoint that there’s only one critical metric that’s important over the long term. If you routinely hit that one, all the others will take care of themselves. We [...]

2019-06-03T14:15:39-04:00January 30th, 2018|Categories: Blog|Tags: , , , |Comments Off on Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to [...]

2019-06-03T14:15:40-04:00November 2nd, 2017|Categories: Blog|Tags: , , , |Comments Off on How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Learning Product Management Skills vs. Training: The Big Difference!

There’s a significant difference between learning product management skills and going through a product management training course. Learning is where things get far more interesting. […]

2019-06-03T14:15:40-04:00October 17th, 2017|Categories: Blog|Tags: , , |Comments Off on Learning Product Management Skills vs. Training: The Big Difference!

Five Steps to Solutions-Driven Product Management

Here’s what makes solutions-driven product management such a challenge. The vast majority of product companies are a mishmash of products brought together through mergers and/or acquisitions. Each one throws another silo into the fire that further fragments strategies, product plans, R&D, marketing and sales. The $64,000 question is, “how do you transform multiple disparate products into business [...]

2019-06-03T14:15:41-04:00September 20th, 2017|Categories: Product Management Playbook|Tags: , , |Comments Off on Five Steps to Solutions-Driven Product Management

User Engagement, Customer Goals and a Sustainable Growth Strategy

The B2B Product Manager Magazine August 2017 is now available. This month we focus on user engagement as a leading indicator of customer value and the subsequent impact on retention and recurring revenue. We also look at the shift from a “market problem” focus to a “customer goal” focus and [...]

2019-06-03T14:15:42-04:00August 28th, 2017|Categories: Blog|Tags: , , , |Comments Off on User Engagement, Customer Goals and a Sustainable Growth Strategy

User Engagement: The Window to Your Customer Retention Soul

If your products consistently make people better at their job in a way that’s valuable to the customer organization, you’ll have those customers for life. In a world of SaaS and recurring revenue models, customer retention is the single biggest testament to the value of your products and services. Unfortunately, there aren’t a whole lot [...]

2019-03-09T14:26:53-04:00August 8th, 2017|Categories: Blog|Tags: |Comments Off on User Engagement: The Window to Your Customer Retention Soul