Deliver, Market & Sell Solutions With Strategic Customer Value

Market & Customer Insights

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 [...]

2019-03-09T14:26:53-05:00August 8th, 2017|Categories: Blog|Tags: |Comments Off on User Engagement: The Window to Your Customer Retention Soul

Dominating Your Market, Agile Role Clarification and The Price of One-Off Features

The B2B Product Manager Magazine June 2017 is now available. This month we look at the customer value chain from start to finish using the relay race analogy and how your organization can consistently win that race and dominate the market. We also share a few tips and tricks for clarifying [...]

2019-06-03T14:15:42-04:00June 26th, 2017|Categories: Blog|Tags: , , , |Comments Off on Dominating Your Market, Agile Role Clarification and The Price of One-Off Features

Win the “Customer Value” Relay Race and Dominate Your Market

If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. Products and services are the means to the end, but every customer-facing function in your organization plays a role in delivering customer value. It’s like relay race. Everyone understands their role, knows [...]

2019-06-03T14:15:43-04:00June 21st, 2017|Categories: Blog|Tags: , , , , |Comments Off on Win the “Customer Value” Relay Race and Dominate Your Market

Customer Value, Underperforming Products, Product Demo Objections and More

The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans. Plus, tips on using white papers to generate more qualified leads and the difference [...]

2019-06-03T14:15:44-04:00May 25th, 2017|Categories: Blog|Tags: , , , |Comments Off on Customer Value, Underperforming Products, Product Demo Objections and More

WHITE PAPER: Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing

Ask your colleagues to define your organization’s “culture” and you’re sure to get a wide variety of interpretations. But defining a “customer value” culture is pretty straightforward: It’s about making sure your entire organization is driven by the strategic goals of your target customers. When that is your primary modus operandi, you’ll routinely be rewarded [...]

2019-06-03T14:15:44-04:00May 22nd, 2017|Categories: Blog|Tags: , , , |Comments Off on WHITE PAPER: Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting [...]

2019-06-03T14:15:45-04:00April 18th, 2017|Categories: Blog|Tags: , , , |Comments Off on Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Problem Solving Skills and Product Management

This is about pure, practical, common-sense, good old-fashioned problem solving skills and how they lead to great solutions! The famous words of Charles Kettering, “a problem well stated is half solved,” have never rang truer!  […]

2019-06-03T14:15:46-04:00March 10th, 2017|Categories: Blog|Tags: , |Comments Off on Problem Solving Skills and Product Management

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 [...]

2019-06-03T14:15:51-04:00March 7th, 2017|Categories: Blog|Tags: , |Comments Off on Obsess Over Customer Success and Product Success is All But Guaranteed

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: […]

2019-06-03T14:15:53-04:00February 16th, 2017|Categories: Product Management Playbook|Tags: , , |Comments Off on The Universal Product Management Framework: 3 Questions and an Org Chart