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The Ideal Product Marketing Candidate for B2B

High Octane Product Management

B2B Product Marketing Job Description. The post The Ideal Product Marketing Candidate for B2B appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. This sample product marketing job description just might ruffle a few feathers. First, it’s not your typical “get the product off the shelf” job description. Second, there may be people in product marketing roles that don’t meet the requirements. Don’t sweat it.

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Requirements, Roadmaps & Rollouts: The B2B Product Manager Magazine, February 2017

High Octane Product Management

The February Issue of The B2B Product Manager is now available. The post Requirements, Roadmaps & Rollouts: The B2B Product Manager Magazine, February 2017 appeared first on Proficientz. In this issue we cover everything from requirements to roadmaps to rollouts. We also throw in a few tips for hiring the best Agile Product Owners, and a universal product management framework that’s been sitting right under our nose.

FIR B2B Podcast: How Product Managers and Marketers Can Work Together

Mironov Consulting

David Strom and Paul Gillin co-host a weekly podcast called For Immediate Release: B2B , with a focus on B2B marketers. They generously invited me to join in for this 20-minute episode.

The Solutions Maturity Scale for B2B

High Octane Product Management

The post The Solutions Maturity Scale for B2B appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. Your product management maturity is gauged by the manner in which your organization approaches the planning, development, marketing and sales of its products and services as business solutions. It’s defined by the extent to which your offerings mirror the business of your target customers. The stronger the alignment, the higher your score.

3 Dimensions of a B2B Product Portfolio Management Discipline

High Octane Product Management

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. To create a product portfolio management discipline that’s B2B specific, there are three critical dimensions. The post 3 Dimensions of a B2B Product Portfolio Management Discipline appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth.

The biggest challenge for product managers?

Mind the Product

If these survey results are even partly reflective of the broader set of product professionals (especially in the B2B space), then we all live in a marketplace full of sub-optimal products.

Climbing the Product Management Career Ladder

bpma ProductHub

In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Contributed by John Mansour. Before your mind wanders too far, let’s set the record straight.

Product Management for Dummies

Product Bookshelf

Product Management for Dummies has a lot of detail regarding product launches, which is a critical step in the process for B2C and B2B products. Not just for dummies, this book is for everyone.

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8 Essential Elements of Your Customer Advisory Board Meeting Agenda

Pragmatic Marketing

Rob Jensen is vice president of marketing for Ignite Advisory Group , a consultancy that helps B2B companies manage their customer and partner advisory board programs. By Rob Jensen.

Hiring the Right Product Manager

High Octane Product Management

The post Hiring the Right Product Manager appeared first on Proficientz - Product Management Training for B2B. When it comes to hiring the right product manager, there’s no foolproof technique. Treat it like you’re shopping for a product. You have a set of needs. There are obstacles to meeting those needs, and you’re going to shop for a person who can best remove those obstacles. The situational interview will quickly separate the contenders from the pretenders.

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How to Create a Strategic Portfolio Roadmap

High Octane Product Management

It’s the new B2B product management! Wealth made simple: news and articles from IRC Wealth. Atlanta, GA March 28, 2017: $795 per person. Strategic Portfolio Roadmapping Workshop. In this hands-on workshop, you’ll learn how to develop a strategic portfolio roadmap that drives new growth by shifting your inside-out product vision to an outside-in customer vision.

What makes effective decision making so challenging for product managers?

Mind the Product

Making a decision without knowing the impact on our core customer segments (B2C) or our biggest customers (B2B) means we will be at risk of delivering something that is perhaps irrelevant or irritating. How can a product manager make effective decisions about the direction of their product?

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Becoming a Product Leader with Win/Loss Analysis

Product Beautiful

If you run a B2C product with take-it-or-leave-it pricing, the quantitative step may be easier than in a B2B model with negotiated deals. Nearly every product manager I speak to desires to be a leader in his or her organization.

Vision vs. Strategy

svpg

There are many variations on this (the strategy for the product strategy, if you will): For many B2B SaaS companies, each product-market fit focuses on a different vertical market (e.g. Overview. In recent articles on keys to product success and the alternative to roadmaps I have highlighted that if you want the benefits of product team empowerment and autonomy, then you need to provide each team with the necessary context in which to make good decisions.

Identifying Non-Customers for “Customer” Interviews; UX in Minneapolis; ProductCamp St. Louis

Good Product Manager

Why "Voice of the User" is not "Voice of the Customer" in #B2B [link] #prodmgmt #prodmktg #cx. Make Enterprise Software People Actually Love; why emotion/design are important for #B2B (not just B2C) [link] #prodmgmt #ux. Identifying Non-Customers for “Customer” Interviews.

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Pricing Foundations

The Product Bistro

While much of the literature focuses on consumer products, the concepts and analyses apply equally to B2B transactions, and sales that aren’t high volume. One topic that seems to trip up both new and experienced product managers is the process of pricing. As a recent post highlights, the most important lever we have in our bag of tricks to influence the profitability of our products and business, is the price.

Virtual reality and your product development process

Mind the Product

While gaming and entertainment are the first obvious applications of VR, the more interesting applications – and the ones we focus on here – are in B2B and B2C products and services.

Getting into Design Sprints – an AMA Interview

Mind the Product

70% of my experience with Design Sprints is B2B, so most often the sponsor/client can make arrangements ahead of (or during) the sprint.

Reference Pricing

The Product Bistro

The concept of reference price is powerful in the consumer world, and spills over into the realm of B2B marketing and pricing strategies. Completely unrelated to my usual posting, I had an interesting discussion on Facebook today about the changes that consumers are experiencing.

Upcoming SiriusDecisions Product Management Webcasts

Good Product Manager

Who is responsible for understanding buyer / user needs in your #b2b org: #prodmgmt #prodmktg #sales #ux ? Upcoming Product Management Webcasts. I’m excited to announce a new series of SiriusDecisions product management webcasts I’ll be hosting along with my colleague Lisa Singer. These complimentary webcasts are focused on best practices for b-to-b product management leaders and product managers.

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The (Really) Big Picture of Online Lead Generation Marketing

bpma ProductHub

With more than 25 years of sales and marketing experience, Brad Shorr is Director of Content Strategy at Straight North , a full service B2B internet marketing company that specializes in SEO, PPC and website design. Contributed by Brad Shorr.

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Creating product teams–and other innovation insights for product managers July 1, 2016 - The Everyday Innovator – Resources for Product Managers and Innovators

Product Innovation Educators

The 4 key customer experience competencies B2B product managers should master. (1) Each week I scour articles, wading through the dogs, and bringing you the best insights to help product managers, developers, and innovators be heroes. .

Product Demos: Selling Value in Spite of Product Deficiencies

High Octane Product Management

The post Product Demos: Selling Value in Spite of Product Deficiencies appeared first on Proficientz - Product Management Training for B2B. Sales revenue would come easier if your products had every capability that prospects thought they needed during the buying cycle. Unfortunately, it will never be reality. Your products will always be deficient in someone’s opinion. Don’t sweat it. Here’s how to respond to product deficiencies while still selling value.

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SiriusDecisions 2015 Summit Recap

Good Product Manager

Business2Community: SiriusDecisions Summit 2015: The Un-Death of B2B Sales. SiriusDecisions 2015 Summit: Recap. The 10th Annual SiriusDecisions Summit was held May 12-15, 2015 in Nashville, with 2300+ delegates getting together for 4 days of discussion on best practices and emerging trends for business-to-business sales, marketing and product leaders. I presented two sessions: The Keys to Succeeding With Integrated Solutions.

The Importance of Market Segmentation

The Product Bistro

This is particularly true for B2B, as often in the B2C world, the sheer volume of transactions and analytics that can be extracted and modeled makes the job more straightforward. One of the core responsibilities of Marketing in an organization is to effectively define and track the marketing segments. This is far more than just an academic exercise, but is essential to many other key tasks within a company. Segmentation is crucial to effective pricing strategies.

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Sales Channel Considerations

The Product Bistro

Most of my experience is with B2B sales, and mostly of hardware, or hardware/software combinations. One advantage of my many career stops, and the multitude of different industries I have been associated with is the wide range of experience with different sales organization structures. When you are putting together a business, the sales channel is one of the crucial early decisions to make, and your early choices can have lasting ramifications on your long term business.

From Engineering To Product Management: The Two-Step Career Move

bpma ProductHub

Succeeding in B2B product management requires a strong comfort zone around the WHO, WHAT and WHY aspects of the market and the business of the customer. Contributed by John Mansour. The transition from engineering to product management is one of the most difficult.

Rebooting Product Usability Testing for Much Better Insights

bpma ProductHub

It’s hard to get certain participants to come to facilities; millennials, seniors, B2B, other. Contributed by Mitch Solomon. Usability Testing – Something Has Always Seemed Off… Something has never seemed quite right to us about how product usability testing is done.

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization

High Octane Product Management

In B2B, the easiest and best approach to innovation is to look for opportunities that are upstream or downstream of where your products are used today. In B2B, it all starts by redefining your “customer” to encompass the entire customer organization. The post Differentiation and Innovation: Your Ticket to Surviving Product Commoditization appeared first on Proficientz - Product Management Training for B2B.

Obsess Over Customer Success and Product Success is All But Guaranteed

High Octane Product Management

Applying that concept in a B2B environment however, requires a broader definition of “the customer.” B2B Product Management & Marketing start and end with a common view of the customer organization, from top to bottom and left to right. More importantly, it’s not even necessary in B2B. The post Obsess Over Customer Success and Product Success is All But Guaranteed appeared first on Proficientz - Product Management Training for B2B.

Win-Loss Analysis: It’s Rarely the Product

High Octane Product Management

There’s an age old adage that people buy from people, and it’s no different in B2B. The post Win-Loss Analysis: It’s Rarely the Product appeared first on Proficientz - Product Management Training for B2B. How much time should we spend on win-loss analysis? So when you win it’s largely because of your salesperson. Ditto when you lose! Product deficiencies are just the most convenient excuse.

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Strategic and Tactical Product Management – A Bad Idea

High Octane Product Management

Contact Proficientz to discuss the benefits of our Product Management Framework and B2B training programs that up-level everyone’s skills by making the customer’s goals the center of everything. The post Strategic and Tactical Product Management – A Bad Idea appeared first on Proficientz - Product Management Training for B2B.

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Removing Speed Bumps in Your Product Planning Process

High Octane Product Management

Contact Proficientz to discuss the benefits of our Product Management Framework and B2B training programs that put the customer at the center of everything. The post Removing Speed Bumps in Your Product Planning Process appeared first on Proficientz - Product Management Training for B2B. Opinions are like noses. Everybody has one when it comes to your product planning process.

Answering the “Product Vision” Questions With Something…Visionary

High Octane Product Management

If you’re the head of products or strategy in a B2B organization, you’re constantly fielding the “product vision and strategic roadmap” questions. “What’s on our strategic roadmap?” What’s our product vision?” 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.

Can You Solve Big Problems With a Single Product?

High Octane Product Management

For 80% of B2B products and services, the answer is generally NO! In the B2B space, I define a really big problem as something target customer CEOs care about directly or no more than one degree removed from something on a CEO’s A-list. My point in starting this discussion is that many B2B organizations manage their products and services in stovepipes (silos) with budgets and compensation incentives based on individual product performance.

Product Management Is a Contact Sport – What’s Your Injury Risk?

High Octane Product Management

Delivering, marketing and selling products in B2B is a contact sport in many ways. Contact Proficientz to learn how our Product Portfolio Management Framework and B2B training programs give you better protection than any other program on the market. appeared first on Proficientz - Product Management Training for B2B. There’s a good reason why athletes in contact sports wear protective pads.

Improving Adoption of New Features

High Octane Product Management

The post Improving Adoption of New Features appeared first on Proficientz - Product Management Training for B2B. How can we improve adoption of new features? The number one reason customers don’t take advantage of new features is because they’re not explained in a manner that’s relevant to how people do their job. Most new features are communicated as follows: Here is a great new feature. Here’s how it works. Here’s the benefit. What’s missing? Context.

“What-if” Scenarios: The Key to Making Good Products Great

High Octane Product Management

There are plenty of good B2B solutions in the market, but as a percentage there are only a few great ones. In the B2B world, most great solutions encompass multiple products and services. Wealth made simple: news and articles from IRC Wealth. The key to making good products great is as simple as building what-if scenarios into your user stories, product requirements and product design.

The Functional Product Designer: A Must-Have for Product Success

High Octane Product Management

If your product management team needs a better balance of problem-finders and problem-solvers, contact Proficientz to learn how our Product Portfolio Management Framework and B2B training programs help you structure a team that uncovers bigger problems and delivers higher-value solutions customers love. The post The Functional Product Designer: A Must-Have for Product Success appeared first on Proficientz - Product Management Training for B2B.

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Product Management vs. Product Marketing – The Clearest Distinction

High Octane Product Management

A New Class of B2B Product Manager. Wealth made simple: news and articles from IRC Wealth. What’s the easiest way to distinguish product management from product marketing? This debate has been going on forever. Here’s the simplest way to distinguish the two functions. Product marketing (and sales) own this year’s revenue. Product management owns next year’s growth.

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