Product Management University

The Worst Way to Qualify a Lead: Do a Demo

Product Management University

The higher your price point, the truer this is, and vice-versa. How to Qualify a Lead. To qualify a lead, there are two parts to the equation. Qualifying the Opportunity – top-down executive support, compelling events, budget, timeline, resources, competitive landscape, etc.

Demo 141

It’s Time to Make Product Management Simple Again

Product Management University

If you’re in the “make product management simple” camp, there’s good news, and there’s bad news. 15 years ago, the conversations across the product management community were all about awareness, getting people to understand the discipline and its value to an organization. Here’s the good news.

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Top 5 Reasons Your Product Positioning Falls on Deaf Ears

Product Management University

Think about a time when you met someone new in a social or business situation and you instantly hit it off. The reason you hit it off so quickly is because it didn’t take long to figure out you were both on the same page with whatever you were talking about.

The Ideal Ratio of Product Managers to Product Owners to Engineers

Product Management University

It’s the $64,000 question. What’s the ideal ratio of product managers to product owners to engineers? Here’s the short answer. There isn’t a one-size-fits-all ratio. Here’s the other thing. There are numerous surveys that publish ratios based on the responses.

Product Market Fit: A Lesson from Sephora’s Head of Product

Speaker: Sneha Narahalli - VP, Head of Product at Sephora

In this webinar, Sneha Narahalli, Head of Product at Sephora (Digital, Data & MarTech), will give you an iterative method for identifying and developing Product Market Fit.

How to Create Your Product Positioning Around “THE BIG WHY”

Product Management University

Let’s say you’re a product marketing manager for a payroll solution. You want to create your product positioning in a way that makes your unique value easy for buyers to understand and even easier for your sales team to articulate. The Typical Approach.

If Your Product Strategy Doesn’t P**s Somebody Off, It’s Not Very Good!

Product Management University

Don’t get me wrong. The goal of your product strategy isn’t to p**s people off. It’s to demonstrate that your product direction is aligned with the goals and priorities of your target customers, current customers included.

Sales Demos: Stop Using This Phrase

Product Management University

When it’s all said and done, it’s your sales team that differentiates you more than anything else in the B2B sales process. Sales demos are your best opportunity to shine because you have the numbers in your favor when presenting to an audience of multiple stakeholders.

Demo 130

White Paper: Product Portfolio Strategy

Product Management University

How It Drives a Chain Reaction of Success Across Product Management, Product Marketing, Sales & Customer Success. In any team sport, the ultimate goal is to outscore every opponent and win the game.

Win-Loss Analysis: Effort vs. Results

Product Management University

Here are some general rules of thumb in the enterprise B2B space when it comes to win-loss analysis. No scientific data here, just many years of sales experience. When You Win. The majority of your wins happen because: You outsold the competition. There’s a lot that goes into this one!

The Executive's Guide to Empathy-Driven ROI

In this guide from UserTesting, learn why empathy is at the heart of your organization's success, and how to promote a more customer-centric culture that's constantly testing its products, services, and messaging to ensure a strong connection with customers.

Can You Give Me an Overview of Your Product?

Product Management University

I’ll never forget it as this was the best product overview I’ve ever been given. I paid twice as much as I intended and couldn’t have been happier. The moral of the story…product positioning is 80% buyer, 20% product. Before business backpacks were a thing, I was in the market for a new laptop bag.

Travel 130

3 Tiers of Customer Value in the Product Management Maturity Model

Product Management University

Your product management maturity model isn’t so much about what your team can do. It’s what your team can do for the customer. From either perspective, it’s the skill level and proficiency of your team as it matures.

Proficientz Launches Product Management University for B2B

Product Management University

Three Dedicated Schools For Product Success & Career Growth. ROCK HILL, SC (PRWEB) JUNE 22, 2022. Proficientz, Inc.

B2B 130

Product Management and Customer Success, It’s Time to Buddy Up!

Product Management University

Product management and customer success, it’s time to be best friends! OK, product management. If you’re not already best friends with your customer success team, it’s time to buddy up. It was already trending before the pandemic, but crises have a way of accelerating things, as in the relationship with your existing customers, for example. A lot of companies were exposed when the pandemic hit because their sales pipelines for new accounts literally evaporated overnight.

Digital Transformation: The New Product

Speaker: Michael Cardy - Red Hat Chief Strategist, Jason Tanner - CEO of Applied Frameworks, and Mike Mace - VP of Market Strategy at UserTesting

Join us to learn how companies mitigate risks through usability testing and real-time qualitative feedback from customers to efficiently launch and develop digital products.

PROS & CONS: Product Management and Product Marketing Reporting to the Same Executive

Product Management University

Let’s get the obvious out of the way right up front. If product management and product marketing are on the same page with complementary agendas, and both are executing well, reporting structures don’t matter. In some organizations though, that’s a BIG IF!

VP of Product Marketing: Your 5-Point Plan for the First 100 Days

Product Management University

Congratulations! You’ve just landed your first VP of Product Marketing job and expectations are through the roof. No pressure! Here’s a 5-point plan for your first 100 days. The objective is to get you playing offense right out of the gate. The First Thing You’re NOT Going to Do!

Are You Just Building User Stories or Improving User Job Performance?

Product Management University

Let’s net this out! Your product has two goals: Make customers measurably better at specific job tasks and workflows that have strategic value to their organization. Create long-term value for your organization in terms of revenue, market share, wallet share and customer retention.

Web-Based Demos Are Grounding Product Management & Product Marketing on This One Thing

Product Management University

In the enterprise B2B space, it’s hard to imagine a world where discovery calls and sales demos aren’t done via web meeting. If you’re in a sales engineer, picture this…3-4 cities a week, all the planes, trains, automobiles and hotels you can take.

Demo 130

The Top 5 Business Outcomes Companies Can Achieve From Monitoring Consolidation

In this eBook, learn what the top five business outcomes are that organizations see when leveraging Datadog's end-to-end monitoring tool.

Customer Retention Priorities vs. Wallet Share Growth: Will There Ever Be More Overlap?

Product Management University

Product managers, there’s never going to be a time where customer retention priorities and wallet share growth opportunities have more overlap, i.e., not at odds. Think about it.

I Crushed the Demo and They’re Still Not Buying!

Product Management University

You knocked it out of the park. Crushed it! Solved every problem, addressed every need, handled every question or objection. The audience loved your product and espoused the benefits of using it. Then nothing happened. We’ve all been there. What gives?

Demo 141

The One Big Flaw With Data Driven Product Decisions

Product Management University

That fact that we’re even discussing data driven product decisions is a monumental leap for the product management profession. What features do customers use most & why? Which features do customers struggle to use and why? How quickly are new features being adopted?

You’re Trying to Sell Value. Buyers Want to Talk Product.

Product Management University

As a salesperson, it gets beat into your head in every pipeline review, every team meeting and every sales training session. Sell value, not features! Then comes demo day on your next opportunity and you’ve got the value pitch all teed up, except your audience wants to talk product.

How Collecting and Managing the Voice of the Customer Will Strengthen Your Product

Product teams strive to incorporate customers’ needs in everything they build, but this can’t be done without clear strategy, processes, and feedback loops in place. In this eBook, you'll learn how to build a robust voice of the customer program.

Customer Innovation is the Best

Product Management University

The best kind of innovation is when you don’t have to build anything to offer a new solution. Customer innovation comes in many forms.

B2B: Three Twists on Traditional Product Management

Product Management University

Meeting the needs of a market and building products people love are universal principles. However, those principles take on a few unique twists in B2B (B2B2C). Here are three that should always be top-of-mind. Product Intent.

B2B 130

The Leadership Side of Product Management – What Does It Really Mean?

Product Management University

The leadership side of product management reaches its pinnacle when you have the complete trust of executives, marketing, sales, engineering, finance, customer success, and customers. The real question is, how do you get there? Product management leadership comes in two flavors.

Your Customer Testimonials Are Missing a Wheel

Product Management University

All customer testimonials pretty much follow the same blueprint. Customer background. The problem the customer was facing before our solution. Our solution and how it solved the problem. Benefits to the customer and success metrics.

Better Learning, Better Results: A Guide for Product and Project Leaders

Continuous improvement is the differentiator that can drive your team to the next level. Download our 4-step guide to collaborative learning and position your team for success.

Your Products Have a Gazillion Cool Features! So, What Are You Selling?

Product Management University

Selling a product with a ton of features is a blessing and a curse. It’s great that your product has so many cool features. It’s also a nightmare for marketing and sales. They’re trying to sell all of them and your buyers are overwhelmed, often to the point of decision paralysis.

The Situational Sales Playbook – A Minimalist Approach to Sales Effectiveness

Product Management University

The sales playbook is a double-edged sword. Salespeople ask product marketing for a lot of content, most of which never gets used. If you’re a salesperson, the most uncomfortable situation is when you don’t have an answer to a buyer’s question.

As Product Management Goes, So Goes the Rest of the Organization

Product Management University

William Shakespeare once said, “The Eyes are the window to your soul.” Think of product management as the window to your organization’s soul. Everything about how your organization builds, markets, sells and onboards customers starts and ends with your products.

I Crushed the Demo and They’re Still Not Buying!

Product Management University

You knocked it out of the park. Crushed it! Solved every problem, addressed every need, handled every question or objection. The audience loved your product and espoused the benefits of using it. Then nothing happened. We’ve all been there. What gives?

Demo 130

Shaping the Future: Product Strategy in the Age of Uncertainty

Speaker: William Haas Evans - Principal Consultant, Product Strategy Practice Lead, Kuroshio Consulting

In this webinar, we'll explore product strategy obstacles and present practices to overcome them while driving clarity and alignment across your executive team.

How to Create Business Requirements That Improve Marketing & Sales

Product Management University

Here’s how to create business requirements that boost your marketing and sales proficiency. First, remember that the reasons you build new products and features are the same exact reasons the market buys them.

The Leadership Side of Product Management – What Does It Really Mean?

Product Management University

The leadership side of product management reaches its pinnacle when you have the complete trust of executives, marketing, sales, engineering, finance, customer success, and customers. The real question is, how do you get there? Product management leadership comes in two flavors.

VP of Product Management: Your 7-Point Plan for the First 100 Days

Product Management University

Congratulations! You’ve just landed your first VP of Product Management job and expectations are sky high. No pressure! Here’s a 7-point plan for your first 100 days. The objective of this particular plan is to get you playing offense right out of the gate.

3 Product Marketing Myths to Dispel

Product Management University

Product Marketing may be one of the most misunderstood and undervalued functions as evidenced by the fact that so many B2B organizations still don’t have it.

Modernizing Workloads with the Cloud: How to Improve Performance & Reduce Costs

In this eBook, you’ll learn how to migrate workloads to Azure and optimize performance for your serverless and containerized applications in Azure.