How B2B Product Managers Can Align with Sales On The Product Roadmap

Userpilot

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.

B2B 52

B2B Product Manager Magazine November 2020

Product Management University

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.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

B2B Product Manager Magazine December 2020

Product Management University

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.

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization

Product Management University

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.

How to differentiate when you aren’t different

Messages that Matter

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

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

Product Management University

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?

B2B 153

How Asana builds b2b product loyalty through design

Mixpanel

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.

B2B 52

How Asana builds b2b product loyalty through design

Mixpanel

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.

B2B 52

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

Product Management University

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!

B2B 100

How (Industrial) Hardware Is Different from (B2B) Software

Mironov Consulting

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?

Why B2B Companies Need Great Customer Experience to Win Market Share

Gainsight

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.

Perfect Your Value Proposition – B2B Marketing Rules

280 Group

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.

B2B 30

A summary of “Building Products for the Enterprise”

The Product Coalition

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

B2B Product Manager Magazine October 2019

Product Management University

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.

How to Avoid Market Feedback Traps

Mind the Product

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.

How can Enterprise Product Managers Attain Maximum Insight From Limited Datapoints?

Mind the Product

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.

Top Skills Required in every Data Scientist and Data Analyst

DemandMatrix

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.

Positioning strategies of the leading Financial Planning & Analysis companies

Messages that Matter

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.

360Learning’s Joei Chan on embracing innovation as a content marketer

Inside Intercom

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.

5 Considerations For Your B2B CX Program In 2020

Gainsight

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.

Drop the poker face: Why salespeople need to embrace authenticity

Inside Intercom

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

Hearing About Accounts, Listening for Segments

Mironov Consulting

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?

Why building for enterprises may seem like feeding an elephant?

The Product Coalition

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

3 Product Marketing Myths to Dispel

Product Management University

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.

3 Tiers of Customer Value in the Product Management Maturity Model

Product Management University

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.

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

Product Management University

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.

Why is the adoption curve flat for my product and what can I do about it?

The Product Coalition

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.

Is It Time For a Product Management Makeover?

Product Management University

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.

“On the Box Thinking” to Build a Better MVP

280 Group

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.

How to Design Your Customer Success Strategy to Win More Customers Faster

Gainsight

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.

B2B 43

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Product Management University

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.

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Product Management University

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.

Three Reasons to Shift From Horizontal Products to Industry Solutions

Product Management University

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.

Joining Forces of Product & Service Management

The Product Coalition

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.

F.E².A.R.?—?A Product Framework from Concept to Delivery: Part 1

The Product Coalition

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

Overcoming Product Demo Objections

Product Management University

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.

Demo 116

Product Manager vs Product Marketing Manager

280 Group

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.