A customer value culture exists when your entire organization is driven by the strategic goals of your target customers. When that culture becomes your modus operandi, you’re consistently rewarded with predictable growth. What’s the key to creating such a culture? Answer one simple question that becomes the battle cry for your entire organization. There’s a big difference between delivering [...]
Any number of factors can contribute to underperforming products, but the root causes are usually tied to a combination of the following three issues: […]
Most organizations have strategic plans that include goals for revenue growth, new customers, market share and other quantifiable metrics. All good! But a huge disconnect often exists between the corporate strategic plan and tactical product, marketing and sales plans. When that’s the case, the organization loses tremendous momentum because all disciplines are going in different directions, focused on different goals with competing and often conflicting priorities. Good news: the fix is straight forward and makes life easier for everyone. […]
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 unbiased customer feedback. View the April 2017 Issue. […]
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! […]
Put all your political leanings aside. 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! […]
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. […]
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: […]
“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: […]
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: […]
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