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 [...]
Markets are unpredictable, which makes the task of creating business cases questionable at some level. But there are three elements that can give your business cases stronger legs and improve the odds of getting new initiatives funded, especially when multiple business cases are vying for the same resources. […]
If you’re a software company, committing to one-off features just to win a single deal has been a long-standing business practice. Making a habit of it, and worse yet, getting good at it, is the equivalent of throwing your company into a death spiral then perfecting your spin. Here’s why. Every time you commit development resources to [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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! […]
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