Product Management University

AUGUST 15, 2023

B2B Portfolio Management Portfolio management simplifies the strategic planning and prioritization process because product managers are collaborating more than ever to grow the market value of the portfolio in the market segments most conducive to the company’s success. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy

Product Management 246

Product Management Product Manager White Paper Management 246

Product Management University

JANUARY 23, 2017

B2B Product Marketing Job Description. The development of messaging and collateral in today’s role is more focused on making the salesforce skilled at selling and differentiating your solutions versus creating the obligatory artifacts for the launch checklist as it was in its infancy. It’s a needle in a haystack.

B2B 133

B2B Product Marketing Marketing Healthcare 133

ProductPlan

JANUARY 17, 2023

These are typically very different people with very different problems and motivations in B2B environments. In the B2B world, the search and filtering functions on LinkedIn are a great way to find individuals and companies who fit your profile. Type of B2B customer interview. This one can be a bit tricky in B2B, though.

B2B 59

B2B User Testing Customer Feedback Customer Experience 59

Product Management University

OCTOBER 23, 2023

In most B2B organizations, it’s more the exception than the rule that customer success managers inherit accounts where they’re in a position to play offense because the customer is thrilled with your products. Let’s dream for just a minute.

User Testing 130

User Testing Onboarding KPIs Product Research Management 130

Product Management University

SEPTEMBER 15, 2020

But the implementation of each practice in B2B organizations reveals a huge contrast between the two with a ripple effect that may be just as significant. B2B Best Practice: Addressing Market Needs. It also helps you differentiate with a strategic value story that’s crafted around quantifiable customer outcomes.

Marketing 130

Marketing Healthcare Differentiation B2B 130

Userpilot

NOVEMBER 8, 2022

This article covers all you need to know to create a solid GTM strategy for your SaaS startup or B2B business model. A typical B2B GTM strategy details the business objectives, a unique value proposition, pricing details, marketing channels, and distribution channels. What are the main components of a B2B GTM strategy?

Feedback Software 94

Feedback Software User Testing Product Research Strategy 94

Lenny Rachitsky

JANUARY 9, 2024

For inspiration, here are the original ideal customer profiles (ICPs) for top B2B products and, below that, the original target audience for top B2C products (what I call the “super-specific who”). Change your target audience/ICP You may have the perfect solution to a different person’s problem. Almost comically narrow.

B2C 97

B2C Customer Experience User Friction User Testing 97

Intercom, Inc.

JUNE 22, 2021

Buyer behavior is one area that has seen significant change – according to a recent report by McKinsey , 70% of B2B decision makers say they’re now open to making new, fully self-serve, or remote purchases in excess of $50,000, while 27% percent would spend more than $500,000. Create consistent, customer-centric experiences.

Reporting Tools 233

Reporting Tools Technical Review Technology Systems Review 233

Product Management University

AUGUST 5, 2019

Here are five B2B product management best practices that’ll give product management teams the coveted “strategic” moniker among executives, marketing, sales, engineering and customer success teams. The Portfolio vs. Every Product! Most companies can’t serve that many markets and do it well.

B2B 100

B2B Sales Training Product Management Product Manager 100

Product Management University

MAY 11, 2018

Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries. For most B2B organizations, adopting this approach yields nothing but upside, especially if your products and services are a commodity or will be soon. Here’s an example.

Marketing 100

Marketing Differentiation B2B Healthcare 100

Product Management University

AUGUST 13, 2019

Many product marketing professionals in B2B have long felt like the sales tools on-demand department and rightfully so. It’s one of the least effective ways to do product marketing in B2B. In B2B, product marketing’s job is to create and communicate value in the context of the buyers’ business.

Product Marketing 127

Product Marketing Marketing B2B Healthcare 127

Mind the Product

SEPTEMBER 2, 2019

B2B categories can be especially tricky because you are building product for a professional who’s doing a job you’ve likely never done first-hand. But in the B2B world, the way companies go to market introduces the potential for various feedback biases that every product manager and marketer needs to understand.

User Testing 103

User Testing Customer Feedback Feedback Software Marketing 103

Intercom, Inc.

FEBRUARY 11, 2020

These messages feel icky because the sentiment is belated and insincere. The mistake at the heart of the “We Miss You” message is that it represents the customer’s relationship to the business as personal, not commercial. It happens every day. Deep down we know that the business doesn’t really miss us.

Customer Experience 282

Customer Experience Onboarding KPIs Differentiation B2B 282

Innovatemap

OCTOBER 25, 2023

The State of B2B Advertising, hosted by LinkedIn and Right Percent AI, GTM and Sales Happy Hour , presented by Bearworks and Parameter Ventures “Tech Week is so unique because you can walk into any room and there are founders, CMOs and developers from every industry, building vastly different products,” said Ashley. Keep it simple.

Customer Feedback 52

Customer Feedback Feedback Software User Testing Advertising 52

Product Management University

OCTOBER 29, 2019

If the target markets for each product are mutually exclusive, product revenue and profitability goals don’t present any issues in B2B. Are product revenue and profitability goals a good metric or are they counterproductive? The trouble starts when you have multiple products that target the same exact markets and customers.

Differentiation 100

Differentiation B2B Vision Naming 100

Product Management University

JANUARY 27, 2017

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. Competition / Commoditization.

Reporting Tools 113

Reporting Tools Data Visualization Differentiation B2B 113

Amplitude

FEBRUARY 1, 2021

A well-crafted user segment will help articulate the right value prop, and guide you towards the right marketing messages and channels to reach these audiences. Your product positioning should focus on what differentiates your product from those competing products or services. Choose Post-launch KPIs That Gauge Product Usage.

Product launches 111

Product launches Strategy User Testing Product Research 111

Mironov Consulting

MAY 2, 2019

Let’s identify a few underlying assumptions about how industrial hardware is designed/built/sold, then map those to B2B software products. It’s impossible to completely describe every data validation check, option, logical branch, dialog box, pixel placement, error message and workflow without duplicating the code itself.

Reporting Tools 91

Reporting Tools Analytic Tools Research Software Data Visualization 91

Intercom, Inc.

MARCH 21, 2018

The result is that differentiating yourself on product alone is harder than ever. They do this in two important ways: Justification: In B2B SaaS, you’re stressing “bottom line” results that can be achieved by applying your product’s features to solve a particular problem. But SaaS has changed that.

Marketing 223

Marketing Customer Satisfaction Differentiation Banking 223

ProductPlan

JUNE 6, 2023

Whereas a rising CAC could signal the need for a reevaluation of a mature product’s differentiation in the market, a falling CAC could be a good indicator of a new product having achieved product-market fit. In a B2B environment if license fees are based on the number of users, counting total users may make sense.

Product Management 94

Product Management Product Manager User Testing Customer Feedback 94

Product Management University

APRIL 15, 2018

Is it time for a more interesting and unique flavor of selling – or is it time for a more tantalizing flavor of product management to differentiate the way you sell? Solution selling has long been the norm in B2B. Just not good enough to differentiate, especially if everyone else is doing the same thing. It’s not wrong or bad.

Product Management 113

Product Management Product Manager Differentiation Document 113

Userpilot

APRIL 24, 2024

What’s the conclusion for companies offering B2B SaaS solutions? Based on these, you could design onboarding experiences that lead users to value in less time or tailor product messaging to reflect their interests and values. And differentiate between positive, neutral, and negative feedback.

Analytic Tools 67

Analytic Tools Feedback Software Data Visualization Reporting Tools 67

Userpilot

NOVEMBER 23, 2023

Many companies lack differentiation strategies and drive product development by copying competitors. Poor market differentiation Poor market differentiation is another reason why product discovery doesn’t happen. You can also trigger in-app messages to recruit beta testers. Fake door test.

Analytic Tools 99

Analytic Tools Feedback Software Product Research User Testing 99

Intercom, Inc.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. While customers were already starting to show a clear preference for digital channels such as messaging , COVID-19 amplified this pressure to connect with customers online or risk not connecting with them at all.

Reporting Tools 228

Reporting Tools Data Visualization Customer Communications Research Software 228

Product Management University

JANUARY 10, 2017

There are plenty of good B2B solutions in the market, but as a percentage there are only a few great ones. The great Marketing Solution recognizes a single customer with multiple vehicles and makes it easy for a car dealership to market to those customers with relevant messages and offers that demonstrate their appreciation for that loyalty.

B2B 100

B2B Customer Feedback Differentiation Messaging 100

The Product Guy

JUNE 18, 2020

Don’t make decisions solely based on competitors, but know who your competitors are, their differentiating capabilities, their shortcomings, and how to shed light on their shortcomings without ever talking poorly about a competitor. Knowing their differentiating capabilities can help you capture market share away from your competitors. .

Product Research 165

Product Research Feedback Loop Feedback Software User Testing 165

Userpilot

JANUARY 9, 2023

Both product personas (B2B) and user personas (B2C) describe somebody who users the product while buyer personas describe those who decide to buy products. The term user persona is mostly used in B2C while product persona is more common in B2B contexts. These are most likely to be the key differentiators. Interested?

Feedback Software 96

Feedback Software Research Software Analytic Tools User Testing 96

Product Management University

SEPTEMBER 24, 2019

Here’s one of the biggest problems in B2B, especially with technical products. Your products and services do so many great things and you feel compelled to cram all ten pounds of greatness into a five-pound value story where the real message gets lost. 1. “It’s Impossible to Differentiate Every Product.”.

Positioning 113

Positioning Customer Experience Differentiation B2B 113

Haines-Group

NOVEMBER 10, 2018

They result from going to the market with a poor marketing message, i.e.: not Relevant, Differentiated, or Credible to the target market. From there you build a set of Benefit Messages, then derive the Core (cross-segment/ cross-persona) Value Proposition from those. Your Benefit Messages must: A.

Reporting Tools 78

Reporting Tools Data Visualization Product Research Differentiation 78

Product Talk

FEBRUARY 8, 2023

Dan Clem is the Senior Product Manager at Zonar Systems, a B2B company that provides hardware and software solutions for commercial vehicle fleet operators. They decided to differentiate between meditators (who have learned Isha’s core meditation practice) and non-meditators (who have not).

Research Software 174

Research Software Feedback Software Analytic Tools Customer Communications 174

Product Innovation Educators

FEBRUARY 20, 2023

Segment the market by: Demographics (or firmographics for B2B). We make sure our MVP addresses those differentiating needs. Once we’ve figured out how we’re going to be better or different, we need to figure out how to position and message our product. Segment the market by: * Demographics (or firmographics for B2B).

User Testing 102

User Testing Product Management Product Manager Data Visualization 102

DemandMatrix

MAY 26, 2020

Q2 2020 will go down in the history books as one of the most challenging environments for B2B sales. Firms need to pivot quickly into new markets, messaging, and value propositions. Zoom did quite well on the consumer side but did not get as much lift from B2B sales as concerns about product security dampened their opportunity.

Data Visualization 52

Data Visualization Marketing B2B Healthcare 52

Product Management University

FEBRUARY 25, 2020

In B2B, you’re usually better off to build your growth strategy on the three common markets until you reach critical mass in terms of market share, wallet share and customer success. The goal is to make sure sales dialogues lead with a strong vision and a differentiating value story that’s supported by all products. Product Demos.

Marketing 130

Marketing Product Management Product Manager Reporting Tools 130

Product Management University

FEBRUARY 1, 2017

Most B2B product companies, however, attempt to establish strategic priorities at the product level and quickly become frustrated because it’s next to impossible to achieve any level of consensus given the many perspectives and opinions related to each product and its market potential.

Marketing 100

Marketing Customer Experience B2B Product Research 100

Pragmatic Marketing

MAY 14, 2019

And while poor concepts and badly designed products may account for some of these failures, oftentimes the failure is fueled by weak product launches that lack the ability to resonate with target audiences and establish a strong differentiation. People are busy, have reduced attention spans and are bombarded daily with ads and messages.

Product launches 70

Product launches Magazine Customer Experience Reporting Tools 70

Pragmatic Marketing

MAY 14, 2019

And while poor concepts and badly designed products may account for some of these failures, oftentimes the failure is fueled by weak product launches that lack the ability to resonate with target audiences and establish a strong differentiation. People are busy, have reduced attention spans and are bombarded daily with ads and messages.

Product launches 70

Product launches Magazine Customer Experience Reporting Tools 70

Usersnap

SEPTEMBER 12, 2023

John is the co-founder of PricingSaas , a competitive intelligence product that uses AI to summarise pricing changes across the B2B SaaS industry. At PricingSaaS, over 3000 B2B SaaS pricing pages are tracked and here is what they have observed: 6 out of 10 companies in our Top 100 PLG index updated their pricing pages in the last 90 days.

Product Research 52

Product Research User Testing Research Software Feedback Software 52