Proficientz – Product Management University

Situational Competitive Battle Cards: Why Sales Loves Them!

Proficientz – Product Management University

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.

Demo 153

Three Ways Product Management Can Improve Its Reputation & Influence

Proficientz – Product Management University

If your product management team wants to take its reputation and influence to the next level, here are three areas that will give you the biggest bang for your effort. The Playbook: 1. Well-Rounded Market Knowledge.

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Is It Easier to Position Products You Haven’t Built Yet?

Proficientz – Product Management University

I noticed a strange trend early in my product management career. People in marketing, sales and even on our product teams could position products we hadn’t built yet and do it with remarkable clarity. We weren’t nearly as good positioning products we already had.

Managing Products or Managing Products to Deliver Solutions

Proficientz – Product Management University

If we’re managing products versus managing products to deliver solutions, three staples of product management take on completely new meaning. Start with this concept. Products are what we build. Solutions are what customers do.

Design Thinking for Product Teams: Leverage Human Insight Throughout Development

Product teams must increase their exposure hours with customers—seeing and hearing them. Human insights and the design thinking framework can be applied to your development cycle to help you build better products and experiences for your customers.

Product Release Schedule vs. Roadmap

Proficientz – Product Management University

Is there a difference between a product release schedule and a product roadmap? In recent years, product release schedule and product roadmap have become synonymous. But they serve two very different purposes. Here’s the difference. A product release schedule is exactly that.

How To Use Market Segments and Personas to Create Higher Value Targets

Proficientz – Product Management University

If you use market segments and personas interchangeably, your market aim could be a little off! Use them in conjunction with one another though, and you have higher value targets for product management, product marketing, sales and customer success teams.

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

Proficientz – Product Management University

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.

Using Non-Product Dialogues to Answer Product Questions

Proficientz – Product Management University

“What’s in the next version?” ” “What are the top priorities on the roadmap?” ” If you’re a product manager, you have to answer product questions like this all the time.

Customer Advisory Boards: Three Best Practices and the Jaw-Dropping Moments

Proficientz – Product Management University

Customer advisory boards can deliver tremendous strategic value to your organization if you organize them with the appropriate customer roles and have business conversations.

A New Segmentation Model for Customer Onboarding

In this eBook, we will show you a new framework for building a customer onboarding program, including how to segment users and drive long-term value and retention through education.

Solutions Marketing vs. Product Marketing: One Big Difference

Proficientz – Product Management University

A lot of people think solutions marketing is just a fancy term for product marketing, especially since the term solution has been so overused. But there is one huge difference in real-world practice. In a product marketing model, products are the star. Problems, features and benefits are co-stars.

Product Management Executive Roundtable Highlights

Proficientz – Product Management University

I began organizing this Product Management Executive Roundtable couple of years ago at the request of a few clients. They brought to my attention the fact that there aren’t any networking forums specifically for product management VPs, SVPs and CPOs.

Hiring a Product Manager – The Million Dollar Dilemma

Proficientz – Product Management University

You’re hiring a product manager. Do you hire an experienced product manager who can acquire domain expertise or a domain expert that can learn how to be a product manager? It’s a dilemma for many hiring managers.

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.

Building Healthy Innovation Ecosystems for Your Projects

Speaker: Nick Noreña, Innovation Coach and Advisor, Kromatic

In this webinar, Nick Noreña will walk through an Innovation Ecosystem Model that he and his team at Kromatic have developed to help investors, heads of product, teachers, and executives understand how they can best support innovation in their own ecosystem. He'll also go over metrics we can use to measure the health of our ecosystems as we build more resources for innovators.

Strategic Product Marketing: One Small Move, Three Big Benefits

Proficientz – Product Management University

A strategic product marketing function can be created with one simple move that pays three big dividends to the organization. Many product marketing professionals in B2B have long felt like the sales tools on-demand department and rightfully so.

Product Positioning Tip 1 of 7: Use Results to Communicate Differentiation

Proficientz – Product Management University

Your products do some great things that competitors can’t touch. Awesome! You want that differentiation to play a starring role in your product positioning. Here’s the tough part. Our default m.o. is to explain “how” it’s different.

Product Positioning: Overcoming Seven Obstacles to a Great Value Story

Proficientz – Product Management University

Here’s an example of product positioning at its finest. If you’re a car enthusiast, go read the marketing copy for your dream car. The product marketers do a masterful job of getting you to envision exactly how awesome you’d look and feel behind the wheel of that car.

Three Techniques for Uncovering Root Cause Customer Needs

Proficientz – Product Management University

When it comes to uncovering customer needs, it’s easy to get caught in the trap reacting and developing products and features that they ask for without first understanding the real business need and its value.

Build vs Buy: 10 Hidden Costs of Building Analytics with UI Components

Many teams, as a logical first step, choose to build their own analytics with the help of UI components. But eventually you’ll find that doing it yourself and at scale has hidden costs. Consider these 10 factors when deciding whether you should build analytics features with UI components.

Product Positioning Tip 7 of 7: Making Product Deficiencies No So Deficient

Proficientz – Product Management University

Remember the last time you bought a car? You bought the car that did the best overall job of meeting your needs. There were other cars that had a better GPS, a faster engine, a nicer interior, etc.

Product Positioning Tip 6 of 7: Structuring a Positioning Presentation

Proficientz – Product Management University

You’ve surely experienced this scenario. You’re inquire about a product or service. A salesperson contacts you. The first thing they talk about are the benefits of doing business with their company. Your primary interest on the other hand is to discuss your own situation first.

Product Positioning Tip 5 of 7: Include Emotion

Proficientz – Product Management University

Take a minute and go read a few of your product web pages or a piece of product literature. They’re well-worded, proper and grammatically correct, which also means they probably lack emotion.

Product Positioning Tip 3 of 7: Verbalizing a Product Overview in 30 Seconds

Proficientz – Product Management University

Someone walks into your booth at a tradeshow and asks you for an overview of Product X. It’s a tough question to answer and pique someone’s interest in the first 30 seconds.

More Effective Agile Leadership

Speaker: Steve McConnell, CEO, Construx Software

In this talk, Steve McConnell, CEO of Construx Software, distills hundreds of companies’-worth of real-world experience into the proven Agile leadership practices that work best. Steve will seamlessly thread together traditional approaches, early Agile approaches, modern Agile approaches, and the principles and context that underlie them all—creating an invaluable resource for Agile leaders, their teams, and their organizations.

Product Positioning Tip 2 of 7: Creating Headlines That Hook

Proficientz – Product Management University

Web pages, literature, booth signage, presentations, email campaigns and the list goes on. They all need great headlines to hook your target audience.

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.

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.

B2B 153

Do It For the Portfolio Instead of Every Product: Five B2B Product Management Best Practices

Proficientz – Product Management University

The Portfolio vs. Every Product! 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.

B2B 130

Add User Tests to Your Agile Process: Reduce Risk in Shipping New Products

Agile has become the go-to methodology for companies that want to reduce the risk involved in shipping new products. But how do you prevent building items nobody wants? If you wait to get user feedback until after development, then you’ve waited too long.

B2B Product Manager Magazine April 2019

Proficientz – Product Management University

The B2B Product Manager Magazine April 2019 is now available. If your perception of portfolio management is that it’s more advanced or involved than traditional product management, it may be time to reconsider.

Three Product Demo Mechanics That Keep Buyers Engaged

Proficientz – Product Management University

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy!

Demo 130

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.

Demo 200

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.

B2B 141

3 Reasons to Prioritize On-Demand Customer Training

On-demand training is a powerful tool you can leverage to support new customer onboarding and ongoing education through the customer lifecycle. In this eBook, we’ll delve into the 3 key benefits of on-demand training for your customer onboarding process.

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.