Proficientz – Product Management University

The Three Stages of Product Management Maturity

Proficientz – Product Management University

Consider the following three stages of product management maturity and the skills your team needs to become proficient in each stage. The faster your maturation process, the more success you’ll see across engineering, marketing, sales, and customer success teams.

B2B Product Manager Magazine June 2019

Proficientz – Product Management University

The B2B Product Manager Magazine June 2019 is now available. Every product company wants successful products. This month we contrast the differences between structuring your product management function for product success vs. customer success.

Are Product Managers Becoming Too Technical?

Proficientz – Product Management University

Product managers with technical backgrounds have steadily increased over the years. Is this good or bad for the product management professions? It begs a lot of questions in which a yes or a no answer is entirely appropriate. Here are a few that come to mind.

Portfolio Product Management: The Up Side You Didn’t Consider (Video)

Proficientz – Product Management University

Portfolio product management defies conventional product management wisdom. It’s true that if every product is successful, your company will be successful. In B2B though, what’s best for every product may not be the best or most valuable thing for the customer organization or yours.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Structuring Product Management for Customer Success vs. Product Success (Video)

Proficientz – Product Management University

Structuring product management for customer success versus product success boils down to one key difference.

Business Requirements vs. Value Propositions: Is There Any Difference?

Proficientz – Product Management University

Business requirements and value propositions are one and the same. What’s different is the purpose for which they’re written. Business requirements are written to communicate the WHO, WHAT & WHY value that’s required to justify building new products and features.

Value-Based Product Roadmaps: They Should Mirror a Customer Org Chart (Video)

Proficientz – Product Management University

Value based product roadmaps should be structured like a customer org chart so that the business value of your product investment priorities is clear to executives, senior managers and users.

Transition Into Product Management From a Technical Role

Proficientz – Product Management University

The transition into product management from a technical role is one of the most difficult. Of all roles that touch the product, technical roles are the furthest removed from the market and the customers. It can be done successfully however, as many engineers have already proven.

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Product Manager Writing Skills to Grow Your Influence

Proficientz – Product Management University

How important are good writing skills for product managers? The short answer is, really, really important. You’ve written an MRD that (in your own mind) is a masterpiece, but no one’s reading it! You have to explain the gist of it in every meeting. There are two primary reasons.

Embedded BI and Analytics: Best Practices to Monetize Your Data

Speaker: Azmat Tanauli, Senior Director of Product Strategy at Birst

By creating innovative analytics products and expanding into new markets, more and more companies are discovering new potential revenue streams. Join Azmat Tanauli, Senior Director of Product Strategy at Birst, as he walks you through how data that you're likely already collecting can be transformed into revenue!

Sales Presentation Techniques That Improve Discovery

Proficientz – Product Management University

There are many cases where salespeople are forced into giving presentations before adequate discovery has been completed. Here are a few sales presentation techniques that will yield valuable buyer motivations without formal discovery meetings.

The Simple Definition of Product Portfolio Management

Proficientz – Product Management University

Your product portfolio has more strategic value than the sum of its parts, especially from the customers’ point of view.

Powerful Product Positioning: Follow These Three Rules

Proficientz – Product Management University

Powerful product positioning usually boils down to the best story, which is not always the best product. Adhere to these three guidelines and marketing and selling value will be a lot easier. The Playbook: Make It More About the Buyer – Way More!

Product Business Case: Three Steps to Keeping It Grounded in Reality

Proficientz – Product Management University

Have you ever seen a product business case, especially for a new product, that didn’t look like a blockbuster? They’re rare. And how often do the revenue projections match reality? It’s hard to say. No one ever compares projections to actuals after the product hits the market.

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4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

What Do Good Business Requirements Look Like?

Proficientz – Product Management University

What are the common characteristics that all good business requirements possess? Good business requirements are a true representation of how your target customers see themselves, without any bias to your products or services. One of the most challenging things for product managers is writing business requirements from the customer’s perspective. When you live, eat, sleep and breath products 24 x 7 x 365, it’s difficult to write business requirements without bias.

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What Do Good Business Requirements Look Like?

Proficientz – Product Management University

What are the common characteristics that all good business requirements possess? Good business requirements are a true representation of how your target customers see themselves, without any bias to your products or services. One of the most challenging things for product managers is writing business requirements from the customer’s perspective. When you live, eat, sleep and breath products 24 x 7 x 365, it’s difficult to write business requirements without bias.

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Pursuing a Product Management Career: The #1 Skill

Proficientz – Product Management University

There are many skills that are important for success in a product management career, but there’s one that stands head and shoulders above all the rest. Apply a little deductive reasoning to get there. Let’s start with the ultimate goal of a product manager.

When Your CEO is Really the Product Manager

Proficientz – Product Management University

What do you do as a product manager when your CEO is really the product manager? It’s a common occurrence in many companies where the CEO is the one calling the shots on all things product. It’s not limited to small companies either. Steve Jobs comes to mind!

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Nine Companies Share 30+ Best Practices for Creating Embedded Analytics Products

In this 4-part series, product and technology leaders share insights for successfully going to market with a data product. Download the eBook now, and find out how you can embed analytics in your solution, from building your business case to designing and launching your product.

How to Get More Product Management From Your Product Managers

Proficientz – Product Management University

If you’ve ever wondered why some athletes are great with one team but not so great with another, the difference is usually in their supporting cast. The same philosophy applies to the product management function.

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

Proficientz – Product Management University

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.

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Building a Stronger Product Management Organization: A Different Take on “Team”

Proficientz – Product Management University

As product management goes, so goes the rest of the organization. Here’s a different take on the team aspect of product management and how it strengthens the product management organization along with marketing, sales and customer on-boarding teams. Like the video?

B2B Product Manager Magazine November 2018

Proficientz – Product Management University

The B2B Product Manager Magazine November 2018 is now available. Over the past 17 years we’ve had the privilege of working with many successful organizations. The top 1% all have one thing in common. Their top priority is measurable customer success. It drives everything they do.

Top 10 industries for monetizing data: Is yours one of them?

Find out which industries, use cases, and business applications are the best opportunities for data monetization. Understand what data is being monetized, who wants it, and why. Use data you already own to create new revenue sources. Download the eBook today!

Best Growth Strategy for Mature Products

Proficientz – Product Management University

What’s the best growth strategy for a mature product portfolio? The best growth strategy depends on your current market position. Here are two considerations. Market Penetration Strategy.

B2B Product Manager Magazine December 2018

Proficientz – Product Management University

The B2B Product Manager Magazine December 2018 is now available. We close out the year with a familiar theme: create solutions that make customers measurably better at their business and then deliver, market and sell them in a manner that drives consistent and profitable growth for your organization.

Product Manager Job Description for B2B

Proficientz – Product Management University

This product manager job description is written specifically for B2B. What makes the product manager role unique in B2B? There are two key differences between a traditional text book product manager and a B2B product manager. A traditional product manager focuses primarily on the needs of users and the success of product itself.

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Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products

Proficientz – Product Management University

The B2B Product Manager Magazine September 2018 is now available. A product vision is just as valuable to product, marketing and sales teams as it is to customers because it keeps the focus on customer value.

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Plan for Product Launch Success with Data and Analytics

Speaker: Piyanka Jain, President and CEO, Aryng

When you launch new feature (or an entirely new product), there are many questions that you'll need to answer. Is the feature being adopted? Do your customers like it, or does it need to be improved? Was the launch successful? Well, that all depends on how you define success. Join Piyanka Jain, President and CEO of Aryng, as she explains why - and how - you should use data and analytics to define and track a successful launch.

When You Know Your Customers As Well As They Know Themselves…3 Things

Proficientz – Product Management University

When you know your customers as well as they know themselves, three things will happen. Your solutions deliver value that’s indispensable. Your marketing messages speak directly to the agendas of influencers and decision-makers. Your salespeople are treated as trusted advisors.

Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

Proficientz – Product Management University

Nothing accelerates the sales process more than a presentation that simply “nails it.” ” Here’s a quick test to determine the B uyer R elevance Q uotient (BRQ) of your sales presentations. The Playbook: Go find a sales presentation you’d consider to be one of the best.

Sales, Positioning and the Nobody Zone

Proficientz – Product Management University

There’s an old saying: “buyers are liars!” ” Good sales positioning and discovery techniques can help you understand true buyer motivations so you don’t end up in the Nobody Zone.

Three Ways to Get Better At Selling Products You Have

Proficientz – Product Management University

It’s easier to sell products that don’t exist because they can do anything buyers want. Unfortunately, no one makes money selling products you don’t have. Here are three ways to get better at selling products you have and grow revenue faster.

The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

Creating Your Product Vision: Two Parts Customer, One Part Product

Proficientz – Product Management University

Creating your product vision can be difficult when you focus too much on the product. Legendary Harvard Business School marketing professor Theodore Levitt famously said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!”

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