Proficientz

B2B: Three Twists on Traditional Product Management

Proficientz

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 219

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

Proficientz

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!

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

Proficientz

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

Proficientz

In the enterprise B2B space, it’s hard to imagine a world where discovery calls and demos aren’t done via web meeting.

Demo 130

Customer Preferences: How Community Can Deliver a Simplified Experience

Your customers want a simplified customer experience. Make sure you give it to them with community. Download the whitepaper to learn more!

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

Proficientz

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.

Customer Innovation is the Best

Proficientz

Customer innovation comes in many forms, and you can always count on customers for great ideas to improve your products.

B2C 130

The Situational Sales Playbook – A Minimalist Approach to Sales Effectiveness

Proficientz

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.

Naming 141

3 Tiers of Customer Value in the Product Management Maturity Model

Proficientz

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.

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

Proficientz

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

A Product Manager's Guide to Working Effectively with Engineering Teams

Speaker: Sayanti Ghosh, Product Manager for AI/ML

If you are new to your Product Management role or if you are trying to improve your relationship with your engineering team, then this webinar will give you different perspectives about the PM-Engineer relationship.

The One Big Flaw With Data Driven Product Decisions

Proficientz

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?

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

Proficientz

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.

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

Proficientz

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.

How to Talk About the Value of Your Product Without Talking About the Product

Proficientz

The value of your product isn’t what the product does. It’s what the product does for the customer. Think situations and outcomes. Here’s a typical scenario. A salesperson is having an initial conversation with a prospect.

Omnichannel is Multichannel 2.0

Multichannel and omnichannel marketing are not the same. Many organizations are striving for omnichannel, but it can be a daunting journey—unless you have a map. Download your copy of the ultimate omnichannel guide today!

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

Proficientz

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.

Your Customer Testimonials Are Missing a Wheel

Proficientz

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.

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

Proficientz

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.

3 Product Marketing Myths to Dispel

Proficientz

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.

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.

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

Proficientz

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.

How to Create Business Requirements That Improve Marketing & Sales

Proficientz

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 Biggest Reason You Need a Product Manager Farm Team

Proficientz

If you’re in a leadership role, here’s the biggest reason you need a product manager farm team. It comes down to whether you want your product management function to lead or be forever relegated to taking orders from customer-facing disciplines like sales and customer success.

The #1 Reason the Sales Process Stalls After a Demo

Proficientz

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. It comes down to THE BIG WHY that’s driving the buying decision.

Demo 141

A Strategic Guide to Community Gamification

Does creating engaged customers and impacting CS objectives sound interesting? Learn more about how gamification can help your customer success team in our free eBook.

PODCAST on Product Led Growth

Proficientz

Join John Mansour and Paul Heller for an insightful 30-minute podcast on product led growth and making the transition from a direct sales model.

Top 10: Why Salespeople Don’t Use Corporate Positioning Decks

Proficientz

Directly from many salespeople (clients) over the past 20 years, here are the most popular responses (in no particular order) to the question, “Why don’t you use the corporate positioning deck? “ Too much fluff. I would never say those words to a prospect or customer.

B2B Product Manager October 2021

Proficientz

B2B Product Manager October 2021. We continue the theme of preparing those coming from technical roles into product management. The goal is to help them succeed right out of the gate with stronger market and customer domain expertise.

B2B 130

Product Demo Discovery – Nail It With This Agenda

Proficientz

If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery.

Demo 130

Put Your Data to Work: The Complete Playbook

Turn your data into a competitive advantage. This playbook contains: Exclusive stats, research & insights on how the pandemic affected businesses. A comprehensive “Request For Proposal” (RFP) checklist and an interactive quiz to test your data knowledge.

B2B Product Manager September 2021

Proficientz

B2B Product Manager September 2021. The highest performing product management teams know the market as well or better than they know their products. There’s only one way to get that expertise…spend more time with prospects and customers.

B2B 130

The Leap From Product Marketing to Solutions Marketing in 3 Steps

Proficientz

In a consumer product world, solutions marketing is exemplified by the endless variations of pain relievers. Before Tylenol, Advil, Motrin or Excedrin, the world somehow got by on aspirin for general aches and pains.

Hey Product Management, Strategic Direction is Yours for the Taking. Here’s How!

Proficientz

If you’re waiting for someone to crown your product management team the kings and queens of strategic direction, you better get a nice comfy chair with all the reclining, heating and massaging accoutrements because you’re in for a long wait!

Product Manager Job Rotation With Customer Success – A Win-Win-Win!

Proficientz

Is there any good reason not to have a regular cadence of product manager job rotation with customer success managers? I can’t think of a single one.

Scaling Agile With Collaborative Learning

Speaker: Yuval Yeret, Enterprise Agile Coach, AgileSparks; Aryeh Sivan, Senior Director of Engineering, Akamai Technologies; and Yuval Zach, VP Customers, Shamaym

Continuous learning is a new addition to the Scaled Agile Framework. Join us for a panel discussion with Akamai, AgileSparks, and Shamaym sharing successful strategies for scaling Agile and practical takeaways for your team.