Deliver, Market & Sell Solutions With Strategic Customer Value

Strategy & Product Planning

Who’s Minding Your Product Portfolio…Beside Your Customers?

You build products, you market products, you sell products and you implement products. That’s how you make money. Your customers on the other hand, want to… Improve employee retention by investing more heavily to develop talent within the organization and create more attractive career paths. (every industry) Improve patient-care quality scores so they [...]

2019-06-03T14:15:28-04:00December 3rd, 2018|Categories: Blog|Tags: |Comments Off on Who’s Minding Your Product Portfolio…Beside Your Customers?

B2B Product Manager Magazine November 2018

The B2B Product Manager Magazine November 2018 is now available. Over the past 17 years we've had the privilege of working with many successful organizations. The top 1% all have one thing in common. Their top priority is measurable customer success. It drives everything they do. Consistent growth and profitability are the result. This month [...]

2019-06-03T14:15:28-04:00November 20th, 2018|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine November 2018

Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products

The B2B Product Manager Magazine September 2018 is now available. A product vision is just as valuable to product, marketing and sales teams as it is to customers because it keeps the focus on customer value. This month we serve up a simple recipe for creating a product vision that resonates with everyone. We also [...]

2019-06-03T14:15:30-04:00September 21st, 2018|Categories: Blog|Tags: , , |Comments Off on Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products

Creating Your Product Vision: Two Parts Customer, One Part Product

Creating your product vision can be difficult when you focus too much on the product. Legendary Harvard Business School marketing professor Theodore Levitt famously said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” Apply that same philosophy to B2B products and your product vision will [...]

2019-06-03T14:15:30-04:00September 18th, 2018|Categories: Blog|Tags: , , , |Comments Off on Creating Your Product Vision: Two Parts Customer, One Part Product

Reactive Product Decisions: Avoiding The #1 Culprit

The single biggest reason for reactive product decisions is the absence of a cohesive top-down strategy that articulates where you’re going, how you’ll get there and why you’ll succeed – articulated in terms of customer value. The Playbook: […]

2019-06-03T14:15:30-04:00September 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Reactive Product Decisions: Avoiding The #1 Culprit

How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle

The B2B Product Manager Magazine August 2018 is now available. This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth. We also look in the rear-view [...]

2019-06-03T14:15:31-04:00August 23rd, 2018|Categories: Blog|Tags: , , |Comments Off on How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle

Product Management Priorities When Top Line Growth Hits a Wall

What should product management’s priorities be when your company’s growth hits the wall? […]

2019-06-03T14:15:31-04:00August 20th, 2018|Categories: In The Trenches|Tags: , |Comments Off on Product Management Priorities When Top Line Growth Hits a Wall

Shifting Markets, Shifting Strategy: Three Considerations

Shifting markets usually constitute a shift in product strategy for most organizations. For some, the current market climate presents a world of opportunity and for others it’s an exercise in survival. In either case, there are three key aspects of product strategy that matter most. The Playbook: […]

2019-06-03T14:15:32-04:00August 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Shifting Markets, Shifting Strategy: Three Considerations

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process –  discovery and demos – with [...]

2019-06-03T14:15:32-04:00July 27th, 2018|Categories: Blog|Tags: , , |Comments Off on Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Do Some Tactical Product Management Before Your Next Strategic Acquisition

If your organization is making acquisitions to deliver more strategic value to the customer, some tactical product management might be in order before your next purchase. Acquiring a company can be a lot like buying your next electronic gadget. There's the anticipation and excitement of "new" and the promise of many benefits. Then, just like [...]

2018-06-29T15:59:45-04:00June 29th, 2018|Categories: Blog|Tags: |Comments Off on Do Some Tactical Product Management Before Your Next Strategic Acquisition