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Userpilot
JUNE 17, 2022
Such criteria could also be sources of adjacent features or product innovation to further solidify differentiation. The post How B2B Product Managers Can Align with Sales On The Product Roadmap appeared first on Thoughts about Product Adoption, User Onboarding and Good UX | Userpilot Blog.
Product Management University
NOVEMBER 17, 2020
B2B Product Manager November 2020 Issue. Enjoy the B2B Product Manager November issue. 7 Tips for Positioning Greater Strategic Value & Differentiation. View Previous Issues of The B2B Product Manager.
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Product Management University
DECEMBER 17, 2020
B2B Product Manager December 2020 Issue. Enjoy the B2B Product Manager December issue. Shorter sales cycles and competitive differentiation. View Previous Issues of The B2B Product Manager. The post B2B Product Manager Magazine December 2020 appeared first on Proficientz.
Product Management University
MARCH 11, 2017
Differentiation and innovation are your two best options! Differentiation. Differentiation boils down to unique positioning in your sales and marketing efforts with your products and company reputation serving up the proof points. Innovation and differentiation often go hand-in-hand. In B2B, the easiest and best approach to innovation is to look for opportunities that are upstream or downstream of where your products are used today.
Messages that Matter
SEPTEMBER 10, 2019
In the early days of B2B software, it was common for companies to have functionality no one else had in their market. Differentiation was relatively easy. However, in today’s Software as a Service (Saas) world, differentiation […]. Just identify the benefit of a really important piece of unique functionality and you had a potential positioning statement. Positioning
Product Management University
JULY 7, 2020
Is the maturation of B2B product management and marketing keeping up with the demands of the market? The 90s version of B2B product management and product marketing is highly product centric. The post The Maturation of B2B Product Management & Marketing: Are We Keeping Pace?
Mixpanel
JUNE 23, 2020
In fact, customer intelligence agency Walker has predicted that “experience will overtake price and product as the key brand differentiator by 2020”. Whether you play in B2B or B2C, asking questions to uncover new truths about users is essential for driving product innovation and loyalty.
Mixpanel
JUNE 23, 2020
In fact, customer intelligence agency Walker has predicted that “experience will overtake price and product as the key brand differentiator by 2020”. Whether you play in B2B or B2C, asking questions to uncover new truths about users is essential for driving product innovation and loyalty.
Product Management University
AUGUST 5, 2019
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. In B2B, you’re usually better off to build your growth strategy on the three common markets until you reach critical mass in terms of market share, wallet share and customer success. The Portfolio vs. Every Product!
Mironov Consulting
MAY 2, 2019
Let’s identify a few underlying assumptions about how industrial hardware is designed/built/sold, then map those to B2B software products. Hardware companies tend to use software as a way to prop up hardware prices: remote diagnostics or cloud analytics or improved interfaces are included for free to differentiate our hardware from competitors. Product are products, yes?
Gainsight
OCTOBER 3, 2019
The business-to-business (B2B) industry has recently undergone a massive evolution. In order to stand out from the rest, B2B companies have to earn customer loyalty and constantly improve their business solutions to beat out the competition. With more options than ever before, B2B buyers have high expectations when it comes to customer experience (CX). And yet, many B2B brands struggle to provide the frictionless experience consumers have come to expect from B2C brands.
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280 Group
JULY 16, 2018
They result from going to the market with a poor marketing message, i.e.: not Relevant , Differentiated , or Credible to the target market. 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. Relevant, Differentiated, Credible. Bill is recognized as an authority in Product Management, in B2B marketing at all levels, and in strategy.
The Product Coalition
MAY 11, 2022
From user problems to customer problems In enterprise software, you differentiate between the ones who buy your product (i.e., Therefore, Ben and Blair differentiate between customer and user problems. enterprise-software product-management b2b software-development
Product Management University
OCTOBER 30, 2019
The B2B Product Manager Magazine October 2019 is now available. How To Differentiate Your Product When Competitors Solve the Same Problems. Short and to-the-point tips for positioning greater value, differentiation and generating more revenue from existing products. A different perspective if you’re in B2B. Enjoy the B2B Product Manager Magazine October 2019. The post B2B Product Manager Magazine October 2019 appeared first on Proficientz.
Mind the Product
SEPTEMBER 2, 2019
B2B categories can be especially tricky because you are building product for a professional who’s doing a job you’ve likely never done first-hand. But in the B2B world, the way companies go to market introduces the potential for various feedback biases that every product manager and marketer needs to understand. Common B2B Feedback Traps. Here are several common feedback traps I’ve seen, especially in B2B companies.
Mind the Product
JANUARY 14, 2019
Not surprisingly, when you’re looking for customer validation for B2B products, there simply aren’t as many datapoints to draw from in enterprise product management as there are for consumer products. The following are some tips and tricks I’ve learned working on B2B products at Google and Rubrik, a startup in the cloud data management space.
DemandMatrix
MAY 21, 2019
While the roles of a Data Scientist and a Data Analyst may sound very alike, there are some core differentiators too. B2B data Technographics Data EnrichmentDifferent organizations may have different ways to define the core job roles and key responsibility areas for their big data roles.
Messages that Matter
JUNE 27, 2022
Messages that Matter Messages that Matter Note to readers: On a regular basis I evaluate the major B2B software markets to determine how companies in a particular market are positioned relative to each other. Two FP&A companies get differentiation right.
Inside Intercom
APRIL 29, 2021
Like, say, merging the idea of a reality TV docu-series with one of the key use cases of a fast-growing B2B startup. Reality show meets B2B. I think the idea was fresh and bold, and it’s still a format that is not so common in B2B. Ideally, this wouldn’t be a conflict.
Gainsight
NOVEMBER 18, 2019
Over the past few years, appreciation for B2B Customer Experience programs has grown stronger across board rooms thanks to business leaders who have successfully aligned their company’s marketing, sales, and customer success strategies around the needs and preferences of customers. While this shift in mindset is certainly paying off for industry leaders, it has also brought to light the unique challenge B2B companies face when it comes to implementing a CX strategy.
Inside Intercom
OCTOBER 14, 2019
Now we need to deliver something beyond product information and walkthroughs to add the kind of value that will differentiate us from our competitors. On a tactical level, for salespeople to deliver differentiated value in this new world of sales, they need to follow a few “True Norths” to guide their efforts. Salespeople no longer add differentiated value by providing feature-level information to buyers. Sales b2b sales Saas Sales sales advice Sales Strategy
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. Understanding this dynamic helps us unpack discussions between product managers and B2B sales/support teams about feature requests (i.e. Will this be a “checkbox item” or strong differentiation for us and our customers?
The Product Coalition
MARCH 26, 2019
Understanding how B2B product management is a different ball game altogether Product folks who have worked on the early stage enterprise products may relate with the title. If of the ten early adopters, four are incredibly happy with your MVP and are passionate to spread the word about it, you need to understand what is it that differentiates these four from the remaining. b2b product-management enterprise-software startup marketplaces
Product Management University
OCTOBER 12, 2021
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. The reality of what product marketing actually does should easily justify its existence in every B2B organization.
Product Management University
MAY 24, 2021
In B2B though, the value chain goes well beyond the user. This is where B2B and B2C product management completely diverge. In B2B, the user and the buyer are rarely the same. It’s the easiest way to differentiate and not get forced into competing on price.
Product Management University
SEPTEMBER 15, 2020
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. B2B Best Practice: Addressing Market Needs.
The Product Coalition
MAY 12, 2022
In the B2B space, why can a product manager nail the customer’s need, solve the market problem in a differentiated way, have compelling results that make the case, and still hit a wall? Now that would be a differentiator.
Product Management University
AUGUST 3, 2021
The convergence of software, hardware and services has forced traditional companies to find creative ways to differentiate what’s now a commodity. Product Management 2.0 – The Maturation of B2B Product Management.
280 Group
MAY 25, 2020
You may find that the technology person is focused on getting specifications on the box, while the marketing person drives toward the value proposition, and the salesperson comes up with points of competitive differentiation.
Gainsight
JULY 11, 2019
As a B2B SaaS company, your customer success strategy can be your best sales strategy. Many B2B SaaS companies suffer from too many competitive losses, heavily discounted quotes, and no-decisions during net-new sales cycles. This is endemic in B2B SaaS companies today. I’ll start by predicting that one or more of the conditions below applies to your B2B SaaS company. Your B2B SaaS Product Is a Commodity. They’re no longer differentiators.
Product Management University
APRIL 18, 2017
The B2B Product Manager Magazine April 2017 is now available. Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. The post Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role appeared first on Proficientz - Product Management Training for B2B.
Product Management University
APRIL 18, 2017
The B2B Product Manager Magazine April 2017 is now available. Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. The post Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role appeared first on Proficientz - Product Management Training for B2B.
Product Management University
JANUARY 27, 2017
Making the shift from horizontal products to industry solutions boils down to differentiation…not just the marketing and messaging variety but adding product capabilities specific to key industry segments that deliver exponentially more value than generic one-size-fits-all products or services. In B2B, horizontal products and services address the needs of many markets in a generic fashion. As in the examples above, value and differentiation are intuitively obvious.
The Product Coalition
JUNE 10, 2022
Working with this setup requires a high effort in methodology and process development, but then enables you to shorten your Time2Market and scale your business, even when it comes to complex Products, e.g. for B2B.
The Product Coalition
MARCH 23, 2022
This consideration is especially true in B2B and B2B2C environments. While the use of the framework is evident at the execution stage, it is equally applicable during business prioritization to identify product-market fit, competitive differentiation, and strategic alignment. A.R.?—?A
Product Management University
MAY 24, 2017
Product demo objections are a staple of the sales process in the B2B software business. Redirect the focus of your value proposition to the capabilities that address larger scale issues such as growth or competitive differentiation. The post Overcoming Product Demo Objections appeared first on Proficientz - Product Management Training for B2B. Your competitor’s products have just as many or more deficiencies than yours. Don’t get too worked up over it.
280 Group
JUNE 18, 2020
Defines the Whole Product concept to ensure value and differentiation. Bill is a product management and marketing advisor, five-time corporate VP Product/Marketing, consultant on over 90 projects, and author of: The 21 Rules of B2B Marketing.
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