The B2B Product Manager Magazine March 2017 is now available. The post Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017 appeared first on Proficientz - Product Management Training for B2B. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. MORE
In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Before your mind wanders too far, let’s set the record straight. MORE
The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. MORE
A new book by O’Reilly Press discusses product management for B2B software applications. Much has been written about product management and the development of software products, but little that specifically addresses the characteristics of the B2B environment. MORE
The March 2017 Issue of The B2B Product Manager Magazine is now available. The post Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017 appeared first on Proficientz - Product Management Training for B2B. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. MORE
I once joined a B2B company as a Product Manager in the the middle of the year, so their entire product roadmap was set and in motion. What does an effective sales team look like at a product-led organization? Sales already promised it.” MORE
And as I started to read up on sitcom writing I realized there’s a lot that B2B product managers could learn from them. Similarly, when it comes to B2B products it’s important to identify the right metrics to measure. Similarly, building B2C products, unlike building B2B products which you could probably imagine yourself also using, is a process of meticulous user research and understanding market dynamics. MORE
The B2B Product Manager Magazine April 2018 is now available. We kick off our April issue by looking at the correlation between your sales methodology and your product management philosophy. We also discuss the ultimate customer experience, a requirements food analogy and why it’s easier to sell products you don’t have. Enjoy our April issue. In This Issue: Blog: High-Octane Product Management. Solution Selling vs. Aspirational Selling: Mirror Image of Product Management? MORE
The post Should There Be Fewer Releases in B2B SaaS Products? Sprint mentality has made us all release-focused. Whether it’s in engineering or marketing, organizational calibration around shipping new things can cause a sense that more is necessarily better, even though we know that there are instances in which that’s not the case. But novelty is not just an obsession behind the scenes. As consumers, we also. appeared first on ProductCraft by Pendo MORE
Within B2B, there are nearly always multiple buyer personas to be considered?—?decision-maker, In most cases, B2B products need to be designed from the ground up to support end-user and buyer needs. In B2B, you operate on a dramatically different order of magnitude of customer numbers. MORE
The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Here are the three biggest reasons. 1. Customer Value is All But Guaranteed. MORE
Thanks to Jay Reed, Flickr We were recently lucky enough to spend some time with a talented team building a new B2B SaaS product within a global organization. Putting out poor quality work can affect customer perception of your product and your brand as well, especially in a B2B settings. MORE
Podcast: B2B Product Management with The Everyday Innovator. We covered questions like “How do B2B sales models impact product management?” ” and “How can product managers avoid the ‘one-off’ practice that some B2B organizations find themselves in – customizing a product for each customer?” SiriusDecisions SiriusView: Product Planning, Prioritization and Roadmapping 2017. MORE
I’ve been working on B2B solutions for a very long time (dating almost all the way back to the turn of the millennia), and in that time I’ve come to realize that far too many applications try to be everything to everyone, and as a result really wind up serving nobody at all. MORE
This can be a powerful tool in B2B, but to earn your coverage you’ve got to create something worth publishing. In a B2B space, Public Relations is better thought of as “Audience Relations” because you are usually not interested in reaching the general public. MORE
A product portfolio management discipline in B2B is more about your portfolio’s alignment to customer goals than it is to your own revenue and profitability goals. To create a product portfolio management discipline that’s B2B specific, there are three critical dimensions. The post 3 Dimensions of a B2B Product Portfolio Management Discipline appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. MORE
Product B2B My RecruitWith UserTesting’s Live Conversation , you can now capture human insights with your own customers, employees or partners. Customer insights are in a state of evolution. Too often, the tools that we use to measure customer insights are static and … The post Capture human insights from your own customers with Live Conversation appeared first on UserTesting Blog. MORE
This approach is pretty common in B2B companies: in a world of high-touch sales cycles and complex products, getting hands-on with support requests and product problems used to be an important part of the product manager’s job description. Give Your Product a Voice. MORE
ABM vendors claim that ABM delivers the highest ROI of any B2B marketing strategy.[continue This is a guest post by John Armstrong, CMO, Zettaset. How is ABM Different? MORE
Of course, there is more than one way to approach this, but here I’ll describe an approach that I’ve found particularly effective with B2B companies: The Steps. Bill is recognized as an authority in Product Management, in B2B marketing at all levels, and in strategy. MORE
The B2B Product Manager Magazine June 2017 is now available. The post Dominating Your Market, Agile Role Clarification and The Price of One-Off Features appeared first on Proficientz - Product Management Training for B2B. This month we look at the customer value chain from start to finish using the relay race analogy and how your organization can consistently win that race and dominate the market. MORE
Spectacular & Dangerous Road on Earth- Tianmen Mountain Road, Zhangjiajie, China ( [link] ) When we talk about product management in tech, usually we don’t explicitly distinguish between B2C and B2B. For type of product, B2C and B2B is just the first layer. MORE
Drucker* makes a key insight that I think is essential for product managers: especially in B2B markets, some customer-facing groups deal with the world one account at a time , while product folks and development organizations deal with customer segments as a whole. MORE
saas product-management product b2b product-developmentA Certain Success Product-Market Fit, as made popular by the great Sean Ellis , is a concept that revolves around a simple assumption. MORE
The February Issue of The B2B Product Manager is now available. The post Requirements, Roadmaps & Rollouts: The B2B Product Manager Magazine, February 2017 appeared first on Proficientz. In this issue we cover everything from requirements to roadmaps to rollouts. We also throw in a few tips for hiring the best Agile Product Owners, and a universal product management framework that’s been sitting right under our nose. MORE
The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Here are the three biggest reasons. 1. Customer Value is All But Guaranteed. MORE
Podcast: B2B Product Management with The Everyday Innovator. We covered questions like “How do B2B sales models impact product management?” ” and “How can product managers avoid the ‘one-off’ practice that some B2B organizations find themselves in – customizing a product for each customer?” SiriusDecisions SiriusView: Product Planning, Prioritization and Roadmapping 2017. MORE
See which customer companies need which features If you’re a b2b product manager, chances are you’ll sometimes hear that a certain feature is critical for a customer company but won’t know who exactly at the company provided that input. Indicate which *company* provided a piece of feedback In productboard, you can now attribute feedback directly to a company, even if you don’t know who. Source. Product MORE
The B2B Product Manager Magazine October 2017 is now available. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. 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. MORE
As CEO of Entrepid Partners and First Round's Sales Expert in Residence, Gaffney works directly with founders and early sales teams to establish go-to-market strategies and growth plans. Here he shares his pricing principles and experiments so early-stage teams can generate foundational revenue. MORE
That is the question faced by B2B product leaders Courtesy of Street Smart Product Manager Product roadmaps and I have a complicated relationship. Recently I spoke with 10 B2B sales and product experts who shared their advice on how to make product and sales teams successful. MORE
Product Management Process User Experience (UX) User Research User Testing Video adapt B2B edtech education Emerging Business Models iterate London Product/Market Fit ProductTankNaimish Gohil , Founder of edtech software company Satchel , shares his experience of knowing your user and adapting your product with ProductTank London. Satchel are in 35% of secondary schools. MORE
An increasing number of B2B SaaS companies have started taking feedback seriously and in doing so have turned to NPS ( Net Promoter Score ) as a way of gathering information. If you’re a B2B SaaS company, then Receptive was built especially for you. MORE
The B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer success culture. Enjoy our March issue. In This Issue: Blog: High-Octane Product Management. The Most Basic Rule of Marketing is so Easy to Forget. MORE
The path of B2B buyers traverses multiple channels and stages: from the prospect’s first recognition of a need through their adoption and reordering (or referral) of your product. You’ve created a B2B Customer Journey Map! MORE
B2B Product Marketing Job Description. The post The Ideal Product Marketing Candidate for B2B appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. This sample product marketing job description just might ruffle a few feathers. First, it’s not your typical “get the product off the shelf” job description. Second, there may be people in product marketing roles that don’t meet the requirements. Don’t sweat it. MORE
The post The Solutions Maturity Scale for B2B appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. Your product management maturity is gauged by the manner in which your organization approaches the planning, development, marketing and sales of its products and services as business solutions. It’s defined by the extent to which your offerings mirror the business of your target customers. The stronger the alignment, the higher your score. MORE
See which customer companies need which features If you’re a b2b product manager, chances are you’ll sometimes hear that a certain feature is critical for a customer company but won’t know who exactly at the company provided that input. MORE
David Strom and Paul Gillin co-host a weekly podcast called For Immediate Release: B2B , with a focus on B2B marketers. They generously invited me to join in for this 20-minute episode. MORE
Product B2B My RecruitWith UserTesting’s Live Conversation , you can now capture human insights with your own customers, employees or partners. Customer insights are in a state of evolution. Too often, the tools that we use to measure customer insights are static and … The post Capture human insights from your own customers with Live Conversation appeared first on UserTesting Blog. MORE
Is your B2B product easy to sell and easy to renew? But if you’re working on a B2B product with a sales force, odds are you know what I mean. This is my attempt to fill that information void for product teams working on B2B products and the B2B sales leaders that want to love them. MORE
Within B2B, there are nearly always multiple buyer personas to be considered – decision-maker, influencer, champion, etc. In most cases, B2B products need to be designed from the ground up to support end-user and buyer needs. This doesn’t mean they don’t care about usability, but I think that given the option, buyers of B2B software are willing to pay to solve a problem or an issue first and worry if it looks pretty later. MORE
B2B Related Topics 
280 Group
JULY 30, 2018
This can be a powerful tool in B2B, but to earn your coverage you’ve got to create something worth publishing. In a B2B space, Public Relations is better thought of as “Audience Relations” because you are usually not interested in reaching the general public.
280 Group
JUNE 15, 2018
The path of B2B buyers traverses multiple channels and stages: from the prospect’s first recognition of a need through their adoption and reordering (or referral) of your product. You’ve created a B2B Customer Journey Map!
Mind the Product
DECEMBER 14, 2017
And as I started to read up on sitcom writing I realized there’s a lot that B2B product managers could learn from them. Similarly, when it comes to B2B products it’s important to identify the right metrics to measure. Similarly, building B2C products, unlike building B2B products which you could probably imagine yourself also using, is a process of meticulous user research and understanding market dynamics.
Mind the Product
JUNE 28, 2018
Within B2B, there are nearly always multiple buyer personas to be considered – decision-maker, influencer, champion, etc. In most cases, B2B products need to be designed from the ground up to support end-user and buyer needs. This doesn’t mean they don’t care about usability, but I think that given the option, buyers of B2B software are willing to pay to solve a problem or an issue first and worry if it looks pretty later.
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Proficientz – Product Management University
JANUARY 2, 2017
The post The Solutions Maturity Scale for B2B appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth. Your product management maturity is gauged by the manner in which your organization approaches the planning, development, marketing and sales of its products and services as business solutions. It’s defined by the extent to which your offerings mirror the business of your target customers. The stronger the alignment, the higher your score.
ProductCraft Debates
JULY 4, 2018
The post Should There Be Fewer Releases in B2B SaaS Products? Sprint mentality has made us all release-focused. Whether it’s in engineering or marketing, organizational calibration around shipping new things can cause a sense that more is necessarily better, even though we know that there are instances in which that’s not the case. But novelty is not just an obsession behind the scenes. As consumers, we also. appeared first on ProductCraft by Pendo
Proficientz – Product Management University
FEBRUARY 20, 2017
The February Issue of The B2B Product Manager is now available. The post Requirements, Roadmaps & Rollouts: The B2B Product Manager Magazine, February 2017 appeared first on Proficientz. In this issue we cover everything from requirements to roadmaps to rollouts. We also throw in a few tips for hiring the best Agile Product Owners, and a universal product management framework that’s been sitting right under our nose.
Proficientz – Product Management University
FEBRUARY 13, 2017
A product portfolio management discipline in B2B is more about your portfolio’s alignment to customer goals than it is to your own revenue and profitability goals. To create a product portfolio management discipline that’s B2B specific, there are three critical dimensions. The post 3 Dimensions of a B2B Product Portfolio Management Discipline appeared first on Proficientz. Wealth made simple: news and articles from IRC Wealth.
First Round Review
APRIL 30, 2018
As CEO of Entrepid Partners and First Round's Sales Expert in Residence, Gaffney works directly with founders and early sales teams to establish go-to-market strategies and growth plans. Here he shares his pricing principles and experiments so early-stage teams can generate foundational revenue.
Proficientz – Product Management University
SEPTEMBER 20, 2017
The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Here are the three biggest reasons. 1. Customer Value is All But Guaranteed.
ProductBoard
AUGUST 23, 2017
See which customer companies need which features If you’re a b2b product manager, chances are you’ll sometimes hear that a certain feature is critical for a customer company but won’t know who exactly at the company provided that input.
Proficientz – Product Management University
SEPTEMBER 20, 2017
The next big leap for the B2B product management profession will be a complete shift away from “market problems” to a focus on “customer goals.” This will be the turning point that finally takes B2B product management to the level of influence and leadership it has always aspired to in the organization. Here are the three biggest reasons. 1. Customer Value is All But Guaranteed.
Product Innovation Educators
MAY 7, 2018
A new book by O’Reilly Press discusses product management for B2B software applications. Much has been written about product management and the development of software products, but little that specifically addresses the characteristics of the B2B environment.
ProductBoard
AUGUST 23, 2017
See which customer companies need which features If you’re a b2b product manager, chances are you’ll sometimes hear that a certain feature is critical for a customer company but won’t know who exactly at the company provided that input. Indicate which *company* provided a piece of feedback In productboard, you can now attribute feedback directly to a company, even if you don’t know who. Source. Product
Proficientz – Product Management University
MARCH 9, 2017
The B2B Product Manager Magazine March 2017 is now available. The post Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017 appeared first on Proficientz - Product Management Training for B2B. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion.
Proficientz – Product Management University
MARCH 9, 2017
The March 2017 Issue of The B2B Product Manager Magazine is now available. The post Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017 appeared first on Proficientz - Product Management Training for B2B. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion.
The Product Coalition
JUNE 5, 2018
Thanks to Jay Reed, Flickr We were recently lucky enough to spend some time with a talented team building a new B2B SaaS product within a global organization. Putting out poor quality work can affect customer perception of your product and your brand as well, especially in a B2B settings.
Mironov Consulting
AUGUST 8, 2016
David Strom and Paul Gillin co-host a weekly podcast called For Immediate Release: B2B , with a focus on B2B marketers. They generously invited me to join in for this 20-minute episode.
Good Product Manager
JUNE 7, 2017
Podcast: B2B Product Management with The Everyday Innovator. We covered questions like “How do B2B sales models impact product management?” ” and “How can product managers avoid the ‘one-off’ practice that some B2B organizations find themselves in – customizing a product for each customer?” SiriusDecisions SiriusView: Product Planning, Prioritization and Roadmapping 2017.
Good Product Manager
JUNE 7, 2017
Podcast: B2B Product Management with The Everyday Innovator. We covered questions like “How do B2B sales models impact product management?” ” and “How can product managers avoid the ‘one-off’ practice that some B2B organizations find themselves in – customizing a product for each customer?” SiriusDecisions SiriusView: Product Planning, Prioritization and Roadmapping 2017.
The Product Coalition
JUNE 4, 2016
Spectacular & Dangerous Road on Earth- Tianmen Mountain Road, Zhangjiajie, China ( [link] ) When we talk about product management in tech, usually we don’t explicitly distinguish between B2C and B2B. For type of product, B2C and B2B is just the first layer.
Mind the Product
MARCH 7, 2018
This approach is pretty common in B2B companies: in a world of high-touch sales cycles and complex products, getting hands-on with support requests and product problems used to be an important part of the product manager’s job description. Give Your Product a Voice.
The Product Coalition
JULY 30, 2018
An increasing number of B2B SaaS companies have started taking feedback seriously and in doing so have turned to NPS ( Net Promoter Score ) as a way of gathering information. If you’re a B2B SaaS company, then Receptive was built especially for you.
The Product Coalition
MARCH 29, 2018
Is your B2B product easy to sell and easy to renew? But if you’re working on a B2B product with a sales force, odds are you know what I mean. This is my attempt to fill that information void for product teams working on B2B products and the B2B sales leaders that want to love them.
The Product Coalition
APRIL 17, 2018
That is the question faced by B2B product leaders Courtesy of Street Smart Product Manager Product roadmaps and I have a complicated relationship. Recently I spoke with 10 B2B sales and product experts who shared their advice on how to make product and sales teams successful.
Mironov Consulting
AUGUST 27, 2017
Drucker* makes a key insight that I think is essential for product managers: especially in B2B markets, some customer-facing groups deal with the world one account at a time , while product folks and development organizations deal with customer segments as a whole.
Mind the Product
NOVEMBER 7, 2017
Product Management Process User Experience (UX) User Research User Testing Video adapt B2B edtech education Emerging Business Models iterate London Product/Market Fit ProductTankNaimish Gohil , Founder of edtech software company Satchel , shares his experience of knowing your user and adapting your product with ProductTank London. Satchel are in 35% of secondary schools.
The Product Coalition
APRIL 25, 2018
saas product-management product b2b product-developmentA Certain Success Product-Market Fit, as made popular by the great Sean Ellis , is a concept that revolves around a simple assumption.
UserTesting
MAY 17, 2018
Product B2B My RecruitWith UserTesting’s Live Conversation , you can now capture human insights with your own customers, employees or partners. Customer insights are in a state of evolution. Too often, the tools that we use to measure customer insights are static and … The post Capture human insights from your own customers with Live Conversation appeared first on UserTesting Blog.
UserTesting
MAY 17, 2018
Product B2B My RecruitWith UserTesting’s Live Conversation , you can now capture human insights with your own customers, employees or partners. Customer insights are in a state of evolution. Too often, the tools that we use to measure customer insights are static and … The post Capture human insights from your own customers with Live Conversation appeared first on UserTesting Blog.
Melissa Perri
APRIL 20, 2017
I once joined a B2B company as a Product Manager in the the middle of the year, so their entire product roadmap was set and in motion. What does an effective sales team look like at a product-led organization? Sales already promised it.”
UserVoice
SEPTEMBER 23, 2016
In B2B product management, tactical, operational and strategic refer to layers in the customer organization – not your job responsibilities. Before your mind wanders too far, let’s set the record straight.
Proficientz – Product Management University
NOVEMBER 2, 2017
The B2B Product Manager Magazine October 2017 is now available. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. 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.
280 Group
APRIL 25, 2017
ABM vendors claim that ABM delivers the highest ROI of any B2B marketing strategy.[continue This is a guest post by John Armstrong, CMO, Zettaset. How is ABM Different?
Clever PM
SEPTEMBER 28, 2017
I’ve been working on B2B solutions for a very long time (dating almost all the way back to the turn of the millennia), and in that time I’ve come to realize that far too many applications try to be everything to everyone, and as a result really wind up serving nobody at all.
Proficientz – Product Management University
APRIL 24, 2018
The B2B Product Manager Magazine April 2018 is now available. We kick off our April issue by looking at the correlation between your sales methodology and your product management philosophy. We also discuss the ultimate customer experience, a requirements food analogy and why it’s easier to sell products you don’t have. Enjoy our April issue. In This Issue: Blog: High-Octane Product Management. Solution Selling vs. Aspirational Selling: Mirror Image of Product Management?
Proficientz – Product Management University
JULY 27, 2018
The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts.
Proficientz – Product Management University
MARCH 27, 2018
The B2B Product Manager Magazine March 2018 is now available. We headline our March issue by going back to one of those marketing basics that’s all too easy to forget. We also draw the analogy between a lifestyle change and the shift from a product success culture to a customer success culture. Enjoy our March issue. In This Issue: Blog: High-Octane Product Management. The Most Basic Rule of Marketing is so Easy to Forget.
Proficientz – Product Management University
JUNE 26, 2017
The B2B Product Manager Magazine June 2017 is now available. The post Dominating Your Market, Agile Role Clarification and The Price of One-Off Features appeared first on Proficientz - Product Management Training for B2B. This month we look at the customer value chain from start to finish using the relay race analogy and how your organization can consistently win that race and dominate the market.
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