Product Management University

JANUARY 3, 2023

A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. Writing a solid demo script ensures you stay on message and articulate why your product is better than the rest. What is a B2B Sales Demo Script? Frequently Asked Questions About B2B Sales Demos.

Demo 130

Demo B2B User Friction Customer Experience 130

Intercom, Inc.

JUNE 22, 2021

Buyer behavior is one area that has seen significant change – according to a recent report by McKinsey , 70% of B2B decision makers say they’re now open to making new, fully self-serve, or remote purchases in excess of $50,000, while 27% percent would spend more than $500,000. Create consistent, customer-centric experiences.

Reporting Tools 233

Reporting Tools Technical Review Technology Systems Review 233

Product Management University

AUGUST 15, 2023

B2B Portfolio Management Portfolio management simplifies the strategic planning and prioritization process because product managers are collaborating more than ever to grow the market value of the portfolio in the market segments most conducive to the company’s success. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy

Product Management 246

Product Management Product Manager White Paper Management 246

Intercom, Inc.

FEBRUARY 11, 2020

These messages feel icky because the sentiment is belated and insincere. The mistake at the heart of the “We Miss You” message is that it represents the customer’s relationship to the business as personal, not commercial. It happens every day. Deep down we know that the business doesn’t really miss us.

Customer Experience 282

Customer Experience Onboarding KPIs Differentiation B2B 282

Product Management University

NOVEMBER 14, 2022

In B2B, product marketing is focused on articulating the value of individual products. Portfolio marketing in B2B is focused on articulating the value of your portfolio to vertical industry segments like retail, healthcare and manufacturing. Relevance is the lynchpin to strong messaging. What is Product Marketing?

Product Marketing 147

Product Marketing Marketing Reporting Tools Healthcare 147

Userpilot

DECEMBER 11, 2022

Is your B2B Product Marketing strategy working for you? Brand positioning, demonstrating your value proposition to other businesses, and making channel decisions; B2B product marketing can become a complex process. A B2B marketing strategy is any marketing activity aimed at turning other companies into customers.

B2B 98

B2B Feedback Software Product Marketing Customer Experience 98

Intercom, Inc.

OCTOBER 1, 2019

But as they pick up steam, offering more products to multiple target markets, it’s easy for the message to get a little fuzzy. Imagine trying to maintain a unified message and overall brand vision across those time zones and organizations – it’s a big challenge for any marketer. As a company grows, the message gets fractured.

Engineering 177

Engineering Marketing B2C B2B 177

Intercom, Inc.

MARCH 21, 2018

The result is that differentiating yourself on product alone is harder than ever. They do this in two important ways: Justification: In B2B SaaS, you’re stressing “bottom line” results that can be achieved by applying your product’s features to solve a particular problem. But SaaS has changed that.

Marketing 223

Marketing Customer Satisfaction Differentiation Banking 223

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.

Customer Feedback 150

Customer Feedback User Testing Feedback Software Marketing 150

Product Innovation Educators

SEPTEMBER 2, 2024

Key Considerations in Value-Based Pricing Differential Value: Understanding what makes your product different from alternatives in the market. At first glance, it might seem challenging to differentiate or price such a common product. This information could guide product development, marketing messages, and pricing strategies.

User Testing 280

User Testing Product Research Market Research Research Software 280

Product Innovation Educators

FEBRUARY 20, 2023

Segment the market by: Demographics (or firmographics for B2B). We make sure our MVP addresses those differentiating needs. Once we’ve figured out how we’re going to be better or different, we need to figure out how to position and message our product. Segment the market by: * Demographics (or firmographics for B2B).

User Testing 273

User Testing Product Management Product Manager Data Visualization 273

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. It also helps you differentiate with a strategic value story that’s crafted around quantifiable customer outcomes.

Marketing 130

Marketing Differentiation Healthcare B2B 130

Intercom, Inc.

FEBRUARY 17, 2022

Doug Kessler is the co-founder and creative director at Velocity Partners , a B2B Marketing Agency with a laser-sharp focus on content strategy, and the writer of articles such as The Search for Meaning in B2B , Crap , and Insane Honesty. Liam: And what switched you over to B2B? Did you get sick of anything in particular?

Marketing 209

Marketing B2B Branding Data Visualization 209

Product Management University

AUGUST 13, 2019

Many product marketing professionals in B2B have long felt like the sales tools on-demand department and rightfully so. It’s one of the least effective ways to do product marketing in B2B. In B2B, product marketing’s job is to create and communicate value in the context of the buyers’ business.

Product Marketing 127

Product Marketing Marketing B2B Healthcare 127

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. The Portfolio vs. Every Product! Most companies can’t serve that many markets and do it well.

B2B 100

B2B Product Management Product Manager Sales Training 100

Product Management University

MAY 11, 2018

Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries. For most B2B organizations, adopting this approach yields nothing but upside, especially if your products and services are a commodity or will be soon. Here’s an example.

Marketing 100

Marketing Differentiation B2B Healthcare 100

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. Competition / Commoditization.

Reporting Tools 113

Reporting Tools Data Visualization Differentiation B2B 113

Product Management University

APRIL 12, 2018

GREENVILLE, SC – April 12, 2018 — Proficientz announced today its 2018 Product Management University training curriculum, a series of training courses that teach best practices in product management, product marketing and sales enablement for B2B and B2B2C organizations. Incentive Pricing.

Product Management 22

Product Management Product Manager B2B Management 22

Intercom, Inc.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. While customers were already starting to show a clear preference for digital channels such as messaging , COVID-19 amplified this pressure to connect with customers online or risk not connecting with them at all.

Reporting Tools 228

Reporting Tools Customer Communications Data Visualization Research Software 228

Userpilot

SEPTEMBER 10, 2024

Firmographic segmentation : Suited for B2B contexts, it classifies businesses by characteristics like size, industry, and location. Improve the impact of your marketing strategies Instead of sending a generic message to your entire target market, segmentation enables you to develop targeted marketing campaigns for each segment.

Research Software 104

Research Software Data Visualization Marketing Customer Experience 104

Intercom, Inc.

DECEMBER 4, 2019

One of the biggest determining factors of a company’s success is the clarity of its message, and how that clarity comes across in every interaction across the product and brand. Obviously the first step to make all of this work is in defining a clear and differentiated value proposition that resonates with a segment of the market.

Branding 209

Branding Weak Development Team Technical Review Airlines 209

Sachin Rekhi

FEBRUARY 16, 2020

I find that every business requires at least these 8 product/market fit hypotheses that make up their product strategy, but your specific business may have more: Target audience Problem you're solving Value propositions Strategic differentiation Competition Acquisition strategy Monetization strategy Key performance indicators (KPIs).

Data Visualization 218

Data Visualization Product Research User Testing Reporting Tools 218

Userpilot

NOVEMBER 8, 2022

This article covers all you need to know to create a solid GTM strategy for your SaaS startup or B2B business model. A typical B2B GTM strategy details the business objectives, a unique value proposition, pricing details, marketing channels, and distribution channels. What are the main components of a B2B GTM strategy?

Feedback Software 98

Feedback Software User Testing Product Research Strategy 98

Intercom, Inc.

NOVEMBER 21, 2019

The key differentiator here is that, while many companies operate with a theory about their customers, Sprout Social relies on customer data about who their users really are – and what they really want. Based on this understanding, Sprout Social has been able to trigger the right messages to the right customers at the right time.

Customer Experience 34

Customer Experience User Testing Customer Feedback User Friction 34

Product Management University

APRIL 15, 2018

Is it time for a more interesting and unique flavor of selling – or is it time for a more tantalizing flavor of product management to differentiate the way you sell? Solution selling has long been the norm in B2B. Just not good enough to differentiate, especially if everyone else is doing the same thing. It’s not wrong or bad.

Product Management 113

Product Management Product Manager Differentiation Document 113

Product Management University

OCTOBER 23, 2023

In most B2B organizations, it’s more the exception than the rule that customer success managers inherit accounts where they’re in a position to play offense because the customer is thrilled with your products. Let’s dream for just a minute.

User Testing 130

User Testing Onboarding KPIs Product Research Management 130

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. It’s impossible to completely describe every data validation check, option, logical branch, dialog box, pixel placement, error message and workflow without duplicating the code itself.

Reporting Tools 91

Reporting Tools Analytic Tools Research Software Data Visualization 91

Lenny Rachitsky

JANUARY 9, 2024

For inspiration, here are the original ideal customer profiles (ICPs) for top B2B products and, below that, the original target audience for top B2C products (what I call the “super-specific who”). Change your target audience/ICP You may have the perfect solution to a different person’s problem. Almost comically narrow.

B2C 115

B2C Customer Experience User Friction User Testing 115

Amplitude

FEBRUARY 1, 2021

A well-crafted user segment will help articulate the right value prop, and guide you towards the right marketing messages and channels to reach these audiences. Your product positioning should focus on what differentiates your product from those competing products or services. Choose Post-launch KPIs That Gauge Product Usage.

Product launches 112

Product launches Strategy User Testing Product Research 112

Product Management University

JANUARY 10, 2017

There are plenty of good B2B solutions in the market, but as a percentage there are only a few great ones. The great Marketing Solution recognizes a single customer with multiple vehicles and makes it easy for a car dealership to market to those customers with relevant messages and offers that demonstrate their appreciation for that loyalty.

B2B 100

B2B Customer Feedback Differentiation Messaging 100

UX Studio

SEPTEMBER 6, 2023

Even big B2B players (Business-to-Business) were interested in UX research. We had to think differently when doing research with B2B customers. Think of it as your compass for navigating the world of B2B research. Who are the users in B2B By definition, we talk about B2B when we see a transaction between two businesses.

User Testing 60

User Testing Customer Feedback Research Software B2B 60

Intercom, Inc.

JANUARY 20, 2022

If you’re short on time, here are a few quick takeaways: A company’s differentiator, or the reason their customers choose them over others, only lasts as long as their ability to improve faster than others can copy. Here’s what we’ve heard,” and the message was, “Look, momentum is really important.

Feedback Software 249

Feedback Software Reporting Tools Product Research Data Visualization 249

Product Management University

OCTOBER 29, 2019

If the target markets for each product are mutually exclusive, product revenue and profitability goals don’t present any issues in B2B. Are product revenue and profitability goals a good metric or are they counterproductive? The trouble starts when you have multiple products that target the same exact markets and customers.

Differentiation 100

Differentiation B2B Vision Naming 100

Product Talk

FEBRUARY 8, 2023

Dan Clem is the Senior Product Manager at Zonar Systems, a B2B company that provides hardware and software solutions for commercial vehicle fleet operators. They decided to differentiate between meditators (who have learned Isha’s core meditation practice) and non-meditators (who have not).

Research Software 210

Research Software Feedback Software Analytic Tools Customer Communications 210

ProductPlan

JANUARY 17, 2023

These are typically very different people with very different problems and motivations in B2B environments. In the B2B world, the search and filtering functions on LinkedIn are a great way to find individuals and companies who fit your profile. Type of B2B customer interview. This one can be a bit tricky in B2B, though.

B2B 59

B2B User Testing Customer Feedback Customer Experience 59

Product Management University

FEBRUARY 1, 2017

Most B2B product companies, however, attempt to establish strategic priorities at the product level and quickly become frustrated because it’s next to impossible to achieve any level of consensus given the many perspectives and opinions related to each product and its market potential.

Marketing 100

Marketing Customer Experience B2B Product Research 100

Product Management University

SEPTEMBER 24, 2019

Here’s one of the biggest problems in B2B, especially with technical products. Your products and services do so many great things and you feel compelled to cram all ten pounds of greatness into a five-pound value story where the real message gets lost. 1. “It’s Impossible to Differentiate Every Product.”.

Positioning 113

Positioning Customer Experience Differentiation B2B 113