Proficientz

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.

B2B Product Manager Magazine November 2020

Proficientz

B2B Product Manager November 2020 Issue. We hope your 2020 is winding down on a positive note, all things considered. This month we take a closer look at sales effectiveness, customer retention and bundling vs. solutions.

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Product Led Growth: Your Job Just Got Bigger or Changed Completely

Proficientz

In theory, and I emphasize in theory, the impact of a product led growth model should be very minimal on product management. For product marketing, it pretty much changes everything. What is Product Led Growth?

B2B 141

5 Plays Every Sales Playbook Should Have

Proficientz

The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. The end game is a shorter sales process where you’re the clear choice.

Demo 130

Are Your Embedded Analytics DevOps-Friendly?

Does your analytics solution work with your current tech stack and DevOps practices? If not, any update to the analytics could increase deployment complexity and become difficult to maintain. Learn the 5 elements of a DevOps-friendly embedded analytics solution.

Brand Identity For Product Management & Product Marketing: 5 Components

Proficientz

Strong brand identity builds trust and motivates people to buy your products and services. In B2B organizations the same concepts apply to product management and product marketing teams for the same reasons.

One Critical Part of Product Management That Got Lost in Agile Development

Proficientz

Agile is a software development methodology. It’s not a way to do product management. It’s not how you do product marketing or sales. It’s not a way to do strategic planning or run your business. Agile development is a methodology for building software, and it’s a good one! But that’s it!

Creating a Product Strategy – Is it Worth the Effort?

Proficientz

Is creating a product strategy worth the effort? How does it fit into the big picture? Creating a product strategy isn’t easy for product managers.

Solving Market Problems or Addressing Market Needs: Which is Better?

Proficientz

On the surface, solving market problems versus addressing the needs of a market might sound like semantics. 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.

How To Quantify Your Market Focus in 5 Steps

Proficientz

Is there a way to quantify the extent to which our organization is truly market focused? Here’s a simple calculation that tells you how well your organization is executing on product, marketing and sales initiatives that will drive growth over the next 12-24 months.

Digital Trends Report 2020

As part of our goal to continue helping our community during these times, we wanted to share with you this critical data on the state of digital products across industries and provide context on how businesses are responding to the changing winds.

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.

Demo 141

3 Reasons You Don’t Need a Sales Discovery Document for Every Product

Proficientz

Do you recommend a sales discovery document for each product? 3 Reasons You Don’t Need a Sales Discovery Document for Every Product. Objection, Your Honor…Leading the Witness.

B2B Product Manager Magazine August 2020

Proficientz

The B2B Product Manager August 2020. The B2B Product Manager August 2020 looks at the blessing and the curse that goes with marketing and selling feature-rich products. We also give you the missing layer to your customer testimonials if you want to showcase strategic value.

Testing at Every Stage of Development

Up to 80% of new products fail. The reality is harsh and the reasons why are endless. Perhaps the new product couldn’t oust a customer favorite. Maybe it looked great but was too hard to use. Or, despite being a superior product, the go-to-market strategy failed. There’s always a risk when building a new product, but you can hedge your bets by understanding exactly what your customers' expectations truly are at every step of the development process.

How To Quantify Your Market Focus in 5 Steps

Proficientz

Is there a way to quantify the extent to which our organization is truly market focused? Here’s a simple calculation that tells you how well your organization is executing on product, marketing and sales initiatives that will drive growth over the next 12-24 months.

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.

Demo 130

Product Bundling vs. Solutions: What’s the Difference?

Proficientz

What’s the Difference Between a Product Bundle and a Solution? The simple difference between product bundling and solutions is in the intent. The intent of product bundling is to sell higher volumes of all products in the bundle by offering a discounted price. The intent of a solution is to help customers accomplish something that has quantifiable strategic value to their business. The Definition of a Product Bundle.

B2B 100

How Embedding AI-Powered Analytics Can Give You a Competitive Advantage

Embedding dashboards and reports aren’t enough. Futureproof your application by offering instant, actionable insights that will give you and your customers a competitive advantage.

One Critical Part of Product Management That Got Lost in Agile Development

Proficientz

Agile is a software development methodology. It’s not a way to do product management. It’s not how you do product marketing or sales. It’s not a way to do strategic planning or run your business. Agile development is a methodology for building software, and it’s a good one! But that’s it!

The Key to Becoming a Great Business Problem Solver

Proficientz

This is going to sound elementary, but hang with me for a minute. The key to becoming a great business problem solver is the ability to distinguish customer problems from customer outcomes or goals. Here’s what I mean. Customers say things like, “ One of our biggest problems is that we don’t get enough repeat business from existing customers.”

The Maturation of B2B Product Management & Marketing: Are We Keeping Pace?

Proficientz

Is the maturation of B2B product management and marketing keeping up with the demands of the market? B2B technology companies today bear little if any resemblance to those of the mid to late 90’s, yet a big chunk of the industry is still practicing product management and product marketing the exact same way it did 20-25 years ago. Throw in the COVID-19 pandemic and everything has changed for most of our markets (and us)?

B2B 118

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. Context is the key to creating business requirements that not only give design and development teams clear value targets, but can also be repurposed as knowledge transfer vehicles for marketing and sales. The Playbook: How to Create Business Requirements in 4 Steps.

6 Ways to Secure (More Of) a Budget for Your Customer Education Program

Whether you’re looking to kickstart or expand your customer education program, you need access to a budget. Learn how you can demonstrate the positive ROI of customer training and make the case for securing a larger budget in our latest eBook!

Situational Competitive Battle Cards: Why Sales Loves Them!

Proficientz

The one thing salespeople hate (other than losing) is situations where they’re unprepared to react to a competitive missile that comes out of nowhere. Situational competitive battle cards reduce the odds of that happening by helping salespeople keep the discussion focused on business outcomes versus products. What Are Situational Competitive Battle Cards?

Demo 125

The Solutions Manager Role In Its Purest Form. Consider It!

Proficientz

The solutions manager role in its purest form mirrors one or more customer business functions. It feeds product management, product marketing, sales and customer success teams, and has no intended alignment to any products. Its mission is to deliver pure, unbiased customer business requirements to all customer-facing functions, especially product management, product marketing and sales. Consider the solutions manager role as the chief business requirements gatherer.

“Product” Market Analysis vs. “Solutions” Market Analysis: 3 Key Differences

Proficientz

Market analysis is one of the first and most important steps in the success of any business, large or small, products and services. It offers a clear definition of WHO your target customers are, WHAT they value, WHY, and the competitive landscape you’re navigating. It also quantifies the revenue opportunities afforded to your business on an annual basis.

B2B Product Manager Magazine July 2020

Proficientz

The B2B Product Manager July 2020. We hope you’re enjoying your summer. This month we take a closer look at the practices of product management and product marketing and the extent to which our profession is keeping pace with the demands of our markets. We’re also serving up helpful tips on delivering more valuable product integration, a simple recipe for business requirements, positioning and product demos. Enjoy the B2B Product Manager July 2020 issue. In This Issue.

The Connected Journey: Developing your Empathy to Strengthen Strategies for Customer Relations

Speaker: Esther Kieft, Delivery Manager (Group Technology) at Domino's Pizza Enterprises

It is well known that empathy is a key ingredient in creating lovable products, yet not all products offer the best customer experience. From meeting stringent deadlines to insufficient resources being available to carry out customer research, there is a range of reasons why customer empathy could be missing in product development. Join Esther Kieft, as she breaks down using empathy at a distance to evaluate the problems that customers are experiencing during this global health crisis.

How to Create Business Requirements That Improve Product Marketing & Sales Proficiency

Proficientz

Here’s how to create business requirements that help product marketing and sales do a better job of positioning and selling value. First, remember that the reasons you build new products and features are the same exact reasons the market buys them. Zero difference! Context is the key. It not only gives design and development teams clear and quantifiable value targets, it also makes your value story easier to communicate to the market.

Better Web Demos: Use These 3 Tactics

Proficientz

What are some tactics for better web demos that keep the audience more engaged? When it comes to web demos, you don’t have the benefit of reading your audience as you would in a face-to-face situation, even when everyone has their cameras on. You can also assume your audience is doing at least one other task so you want to be sure to give them a reason to pay full attention. 3 Tactics to Make Your Web Demos More Engaging. Get to the Point Quickly.

Demo 100

3 Things I Learned Becoming an Online Only Business

Proficientz

After 18+ years of training clients in person, the COVID-19 travel restrictions and social distancing have turned Proficientz into an online only business in the short-term. It has been a lot of fun and a great learning experience. Quick background…our online product management training and certification program was released in late 2018. It’s completely self-serve.

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz

The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. We also examine product usability and its impact on revenue, plus sales demo tips. Be sure to check out our brand new lineup of advanced training programs. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do.

Demo 200

Product Analytics Playbook: Mastering Retention

Why do your users churn? In this guide you'll learn common product pitfalls and how to fix them.

Integrated Products or Integrated Workflows: What Your Customers Really Want

Proficientz

Your customers don’t care about integrated products as much as you think, but you’d never know it. They don’t miss an opportunity to tell you “your products need to be better integrated.” In reality, it’s just their way of telling you what they ultimately want – integrated workflows. Years ago, I was facilitating a customer advisory board for one of my clients. Their customers were large retail banks and credit card issuers.

Integrated Products or Integrated Workflows: What Your Customers Really Want

Proficientz

Your customers don’t care about integrated products as much as you think, but you’d never know it. They never miss an opportunity to tell you “your products need to be better integrated” In reality, it’s just their roundabout way of telling you what they ultimately want – integrated workflows. Years ago, I was facilitating a customer advisory board for one of my clients. Their customers were large retail banks and credit card issuers.

Will Just-In-Time Learning Be the New Paradigm For Product Managers & Product Marketers?

Proficientz

Just-in-time learning is not a new concept. But the COVID-19 pandemic and social distancing restrictions have pushed a lot of organizations into wider adoption in the absence of traditional instructor-led classroom training. What is Just-In-Time Learning? Just-in-time learning, also referred to as “learning in the flow of work” or “learning at the point of need” is exactly what it says. You learn new skills in small increments at the exact time you need them.

B2B Product Manager June 2020

Proficientz

The B2B Product Manager Magazine June 2020. This month we bring you a variety of topics given the breadth of priorities we’re all dealing with in this crazy new normal. Minimum viable products, your next job interview, analyzing markets, quantifying the value of your portfolio, creating stickier products and more. We’ve covered them all!

B2B 100

6 Steps to Improving Your Application’s Analytics Experience

No one designs bad dashboards and reports on purpose. So why do so many applications have terrible analytics experiences? Download this ebook for secrets to creating dashboards and reports your users will love.