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Portfolio Strategy & Product Planning

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Differentiation and Innovation: Your Ticket to Surviving Product Commoditization

As the barriers to entry continue to get lower, technology product lifecycles are becoming increasingly shorter. If you don’t want price to become the single biggest buying driver, you’ve got to find your way out of the commodity rat race.  Differentiation and innovation are your two best options! […]

March 12th, 2017|Categories: Blog|Tags: , |0 Comments

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. […]

Removing Speed Bumps in Your Product Planning Process

Opinions are like noses. Everybody has one when it comes to your product planning process. Just like noses, no two opinions are alike, making it difficult to garner broad support for any product plan. The speed bumps pop up every time you’re asked for more information leading up to the approval process. The Playbook: […]

March 1st, 2017|Categories: Product Management Playbook|Tags: |0 Comments

Answering the “Product Vision” Questions With Something…Visionary

“What’s on our strategic roadmap?” “What’s our product vision?” If you’re the head of products or strategy in a B2B organization, you’re constantly fielding the “product vision and strategic roadmap” questions. A different approach to answering these questions will help you articulate a vision that energizes everyone and simplifies the execution of your product, marketing and sales plans. The Playbook: […]

February 27th, 2017|Categories: Product Management Playbook|Tags: |0 Comments

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

Establishing Product Priorities vs. Marketing Priorities: Two Simple Questions

Everyone has an opinion when it comes to product investment priorities and marketing spend priorities. Answer these two simple questions and those priority decisions get a lot easier. […]

February 2nd, 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