Product Management University

JULY 10, 2020

Here’s how to create business requirements that boost your marketing and sales proficiency. Context is the key to creating business requirements that not only give design and development teams clear value targets, but can also be repurposed as knowledge transfer vehicles for marketing and sales.

Marketing 241

Marketing Customer Feedback Workshop Positioning 241

Userpilot

DECEMBER 10, 2023

Are you a product-led or sales-led kind of SaaS? Or perhaps you’ve managed to marry the two strategies and embraced product-led sales? Ben Williams talk on product-led sales. Ben Williams talk on product-led sales. In the sales-led model (SLG) , it’s the sales reps who nurture leads and close deals.

Analytic Tools 102

Analytic Tools Feedback Software Customer Experience Data Visualization 102

Intercom, Inc.

MAY 13, 2021

Although Linda started her career in sales, she has spent the past twelve years scaling post-sales teams and moving hyper-growth companies like Zendesk, Slack, and now Gong upmarket into the enterprise realm. So how do you create a strong, enterprise-ready team? So how do you create a strong, enterprise-ready team?

User Testing 177

User Testing Customer Feedback Customer Experience Strategy 177

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Inbound 160

Inbound Product Research Customer Experience Technical Review 160

Product Management University

JUNE 21, 2023

The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. The SEO part is still important!

Product Marketing 130

Product Marketing Strategy Marketing White Paper 130

Product Management University

SEPTEMBER 24, 2021

This month we also look at the importance of better sales discovery techniques to improve demos and accelerate the sales process, plus taking your product marketing game up a notch to solutions marketing. Product Management Playbook. The #1 Reason the Sales Process Stalls After a Demo. In the Trenches FAQs.

B2B 130

B2B Product Management Product Manager Magazine 130

Product Management University

AUGUST 3, 2020

The Playbook: Customer Testimonials: The Wheel That’s Missing. Want to learn how to create customer testimonials that highlight your strategic value? Sales Discovery: Uncovering THE BIG WHY (Video). Our solution and how it solved the problem. Benefits to the customer and success metrics. That’s your BIG WHY.

Customer Experience 246

Customer Experience Product Research Workshop Framework 246

Product Management University

JANUARY 9, 2023

B2B product marketing changes significantly in a product led growth (PLG) model because the manner in which you’re positioning, marketing and selling your products is completely different than a direct sales model. Significantly reduce the overhead cost of sales and marketing as compared to a direct sales model.

B2B 130

B2B Customer Experience Product Marketing Definition 130

Product Management University

APRIL 14, 2021

Of course, we can’t ignore the connection between sales and product management. Whatever happens in product management is usually reflected somewhere in the sales process! Sales Demos: Selling Outcomes vs. Features. Product Management Playbook. Create real-word artifacts that accelerate adoption after the training.

B2B 130

B2B Product Management Product Manager Magazine 130

Product Management University

OCTOBER 6, 2020

With very few exceptions, there are no RFPs, no sales demos, no contract negotiations, no training, no implementations, etc. In theory, and I emphasize in theory, the impact of a product led growth model should be very minimal on product management. For product marketing, it pretty much changes everything. What is Product Led Growth?

B2B 147

B2B Customer Experience Definition Demo 147

Userpilot

AUGUST 11, 2022

Creating a minimum-viable onboarding process with in-app guidance. Building and implementing the right customer success playbook. Liaising with the sales team to understand customer needs. Create an in-app help center, so users don’t have to leave your product to get help. What is customer success?

Feedback Software 97

Feedback Software Research Software Analytic Tools User Testing 97

Product Management University

OCTOBER 20, 2020

As most companies deal with leaner sales pipelines, your product demos are even more critical to making the shortlist. If they’re not energizing buyers and creating a sense of urgency, it might be time for a changeup! Product Management Playbook. 3 Reasons You Don’t Need a Sales Discovery Document for Every Product.

Magazine 130

Magazine B2B Product Research Product Management 130

Userpilot

APRIL 22, 2024

Teams of customer success are responsible for building playbooks , managing churn , streamlining onboarding, enhancing customer experiences, driving account expansion , and gathering feedback. Delivering value to your customers throughout their journey creates more opportunities for upselling, cross-selling, and referrals.

Analytic Tools 80

Analytic Tools Feedback Software Research Software Customer Experience 80

Product Management University

APRIL 12, 2021

The Playbook: The First Thing You’re NOT Going To Do! The first thing you’re NOT going to do is meet with your peers in development, sales, marketing, services, etc. The first thing you’re NOT going to do is meet with your peers in development, sales, marketing, services, etc. No pressure! Meet Customers.

Product Management 189

Product Management Product Manager Management Management 189

Userpilot

JANUARY 31, 2023

Because it drives so many critical benchmarks: retention , adoption, conversion rate, customer lifetime value , customer acquisition, increased sales , and more. You’ll need some tips and tactics to succeed: Start by implementing a minimum viable onboarding playbook to give you a framework to operate from.

Customer Experience 92

Customer Experience Analytic Tools User Testing Customer Feedback 92

Product Management University

JUNE 21, 2021

The Playbook: Product Management Strategic Direction: 3 Hurdles. or horizontally (IT, Sales, finance, HR, etc.). Input from sales and other customer facing teams is a part of creating a well-rounded view of the market. Your Definition of “the Market” is One-Dimensional. Product management owns that platform.

Product Management 147

Product Management Product Manager Healthcare Leadership 147

Product Management University

JULY 10, 2020

Here’s how to create business requirements that help product marketing and sales do a better job of positioning and selling value. The Playbook: How to Create Business Requirements in 4 Steps. Create quarterly sales forecasts that more accurately reflect what will close. Zero difference!

Product Marketing 130

Product Marketing Marketing Customer Feedback Workshop 130

Product Management University

FEBRUARY 5, 2020

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 Playbook: Think of market segments as the WHO and personas as the WHAT & WHY. Market segments typically consist of the following three components.

Marketing 130

Marketing Healthcare Article Product Marketing 130

Intercom, Inc.

APRIL 30, 2020

For partners who have invested in building quality apps for our mutual customers, the program unlocks new sales and marketing opportunities, plus more technical benefits, to enable you to get maximum value from your app. We’ll also offer resources to help your sales team do the same. Example sales one pager. Improve retention.

Feedback Software 223

Feedback Software Webinar Customer Experience User Testing 223

Gainsight

MARCH 1, 2024

Moving away from product training and the operational role to working with customers on longer-term strategy as you can tap into AI to create support and training resources that can be scalable. Whether that’s in partnership with Sales or on their own, CS will have to own a number. What’s changed: How widespread CS has become.

Data Visualization 59

Data Visualization Technical Review Customer Experience Customer Feedback 59

Sachin Rekhi

MAY 7, 2022

Peter Thiel, the consummate contrarian, delivers a compelling anti-lean startup manifesto and offers an alternative playbook for startup founders. I wanted to share that perspective and playbook for startup founders looking to build a more robust toolkit for finding startup success. Sales matter just as much as product.".

Weak Development Team 112

Weak Development Team Reporting Tools Advertising Startups 112

Product Management University

JULY 15, 2020

Product Management Playbook. 4 Steps to Creating Business Requirements That Improve Marketing & Sales Proficiency. We hope you’re enjoying your summer. We’re also serving up helpful tips on delivering more valuable product integration, a simple recipe for business requirements, positioning and product demos.

Magazine 130

Magazine B2B Product Management Product Manager 130

Userpilot

AUGUST 30, 2023

This makes it more important than ever to create products people actually want to use. Get ready to dive into insightful discussions, practical strategies, and real-world examples that will empower you to create and manage products that meet user needs and leave them truly satisfied. It’s 2023, and customers have options.

Customer Experience 103

Customer Experience User Testing Customer Feedback Research Software 103

Gainsight

AUGUST 17, 2022

Mehta brought out Karl Rumelhart, Chief Product Officer and Executive Vice President at Gainsight, and Kellie Capote, Chief Customer Officer at Gainsight, to unveil a plan to not just survive this economic downturn, but thrive during it: the six-step Durable Growth Playbook. Now, Mehta said, “Our customers have a new mindset.”

Customer Experience 97

Customer Experience Webinar Framework Differentiation 97

Product Management University

AUGUST 3, 2020

The Playbook: Customer Testimonials: The Wheel That’s Missing. Want to learn how to create customer testimonials that highlight your strategic value? Sales Discovery: Uncovering THE BIG WHY (Video). Our solution and how it solved the problem. Benefits to the customer and success metrics. That’s your BIG WHY.

Customer Experience 130

Customer Experience Product Research Workshop Framework 130

Gainsight

OCTOBER 7, 2022

And for businesses looking to drive retention and expansion post-sales, the same lesson applies! Working together, these two disciplines can create powerful strategies to increase Net Revenue Retention (NRR) and Customer Lifetime Value (CLV). That means in-product messaging, email alerts, playbooks, and more.

Data Visualization 52

Data Visualization CTO Coach Onboarding KPIs Analytic Tools 52

Gainsight

JANUARY 4, 2021

Creating the Complete Customer Success Team ( Listen to the podcast episode ). The Team You Create: Lessons from Joe Theismann. Driving Sales through a Downturn: How the CROs of Dropbox and Flexera are Adapting ( Watch the webinar recording ). 3 Steps to Creating a Renewal Process and Retention in Your Customer Base.

Feedback Software 111

Feedback Software Customer Experience Customer Feedback User Testing 111

Product Management University

DECEMBER 9, 2020

If you’re starting a new company, building and funding it around a product-led growth model is much different than transforming a mature company that was built for direct sales and evolving it to product-led growth. First of all, you don’t have the baggage of a product portfolio that was built for direct sales.

Artificial Inteligence 130

Artificial Inteligence Customer Experience Definition Presentation 130

Userpilot

JUNE 20, 2023

The Lean Product Playbook by Dan Olsen focuses on addressing real customer needs through Lean Process. An exceptional user onboarding experience can make all the difference for your SaaS company's growth. But where do you begin? Onboarding books can offer you the knowledge and insights necessary to craft a remarkable onboarding process.

Onboarding KPIs 94

Onboarding KPIs Feedback Software Research Software Books 94

Product Management University

SEPTEMBER 21, 2018

A product vision is just as valuable to product, marketing and sales teams as it is to customers because it keeps the focus on customer value. This month we serve up a simple recipe for creating a product vision that resonates with everyone. Creating Your Product Vision : Two Parts Customer, One Part Product. In This Issue.

Vision 113

Vision Magazine B2B Blog 113

Gainsight

JANUARY 25, 2023

Hiring one moves Customer Success (CS) from a function to a company-wide strategy, offering a customer voice in the boardroom and a peer to your Sales and Product leaders. The Chief Customer Officer (CCO) role is crucial for virtually every SaaS company. Bob Stoneking, and Vineet Puri. Bob Stoneking, and Vineet Puri.

Customer Experience 52

Customer Experience Customer Feedback Onboarding KPIs Certifications 52

ProductPlan

APRIL 5, 2022

To make this a home run, you need sales and marketing to come up to bat. Sales teams benefit from a FAQ document when having product conversations. While marketing writes the story for multiple channels, the sales team is getting deals over the finish line. Marketing needs to know the value of the new product.

Product launches 59

Product launches Onboarding KPIs Feedback Software Research Software 59

Gainsight

SEPTEMBER 28, 2022

In a world of stagnant or declining sales, the work of post-sales and customer success teams has never been more important. As new sales slow and companies shift focus to customer retention and expansion, the install base will need — and demand — more help than ever. A Durable Growth Playbook. First, the bad news ….

Customer Experience 52

Customer Experience Analytic Tools Customer Feedback Weak Development Team 52

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? Create a shared purpose. Be collaborative, not cutthroat.

User Friction 143

User Friction Customer Feedback User Testing Feedback Software 143

Gainsight

DECEMBER 4, 2023

Create Company Alignment Companies with Customer Success at the center of their business see the best results. Learn more in our ebook Creating a Company-Wide Culture of Customer Centricity. With an effective CS operation, your team can grow annual revenue more effectively than traditional marketing and sales techniques.

Healthcare 52

Healthcare Customer Feedback Customer Experience Strategy 52

Gainsight

DECEMBER 16, 2022

And which strategies and activities should your sales and post-sales teams pursue in response to this data? This story was originally published in TechCrunch. A n old maxim among courtroom litigators states that you should only ask a question of a witness when you already know how they will answer. A DEAR Solution.

Data Visualization 59

Data Visualization Customer Experience Weak Development Team Framework 59

Gainsight

SEPTEMBER 27, 2023

First, you need a well-defined set of Playbooks tasks, assigned to specific CSMs. Look, we love watermelon as much as Harry Styles. Unfortunately, there’s nothing sweet about a customer whose health score seems green on the surface, but turns out to be churn-ready red underneath. Here are some of the key takeaways from the webinar.

Onboarding KPIs 52

Onboarding KPIs Webinar Customer Experience Data Visualization 52