BI vs. product analytics: Key differentiators


More recently in 2020, cloud-based data warehouse Snowflake went public at an eye-popping market capitalization of $70 billion. Rapid feedback on how users are engaging with your product is crucial to finding product-market fit, and also in making already successful products even better.

Differentiation improves marketing and sales effectiveness

Messages that Matter

Do you wonder why your latest marketing campaign didn’t generate enough good leads? A big part of the problem is likely to be lack of differentiation, but it shouldn’t be. After all, marketing is done in public. Or why too many sales opportunities stall or result in no decision? All you have to do is […


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Three Differentiators That Come From Achieving Founder-Market Fit


We're all familiar with the concept of product-market fit, but what about founder-market fit

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization


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. Use that theme as the umbrella message in all of your marketing and sales communications. Innovation and differentiation often go hand-in-hand.

5 Early Indicators Your Embedded Analytics Will Fail

Revenue 71% 60% 62% 52% 57% 49% 53% 42% Differentiate Your. differentiate their products, boost revenue, win new customers, and retain. nearly impossible to monetize late-to-market capabilities. Updating your application’s dashboards and reporting features.

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


On the surface, solving market problems versus addressing the needs of a market might sound like semantics. Common Practice: Solving Market Problems. You have a product that addresses user needs in a certain market. B2B Best Practice: Addressing Market Needs.

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

Product Manager vs Product Marketing Manager

280 Group

Managing the Interrelated Roles and Responsibilities of Product Managers and Product Marketing Managers. Product Management and Product Marketing Management are complementary roles. It’s often said that a Product Manager has a more inbound focus, while a Product Marketing Manager has a more outbound focus. The Product Marketing Manager is responsible for successfully getting the product off the shelf. Is the market expert. Conducts customer and market research.

Why Storytelling Skills For Product Management & Product Marketing Are Essential


Storytelling skills for product management and product marketing are essential because without them, the value context (why the market cares) of what you’re building, marketing and selling is completely masked. Take market requirements for example. CONTEXT! CONTEXT!

Why differentiate, and how to do it

Messages that Matter

If you need to be convinced that differentiation is critical to effective marketing, or you’re convinced but don’t know how to do it, read on. The goal of positioning is to facilitate your target audience’s association of a significant benefit with your product or company. By consistently communicating an idea that has meaning and importance […]. Positioning

Mental Models Applied: Using A 2×2 Chart For Handling Competitive Objections

The Secret PM Handbook

As an exercise for myself, I decided to take a mental model that’s usually used for decision making – a 2×2 matrix – and apply it to marketing. One thing we have to do in the go-to-market portion of our jobs is come up with good ways to talk about our product versus our competitors. To use it, you have to be clear on your differentiators – what your product does better than your competitors.

People Don’t Buy Capabilities, They Buy Knowledge

The Secret PM Handbook

It’s not an accident that all of these examples are market-leading or paradigm changing. So a little bit of embedded knowledge can create a lot of differentiation. The other piece of good news is that defaults and knowledge provide differentiation in two ways. Even if you can’t do it perfectly, if you put that capability into your product and our competitors don’t have it, at minimum you have a good differentiator.

3 Ways To Educate the Market That Actually Work

The Product Coalition

Everyone knows educating the market is hard to nearly impossible, but people always bring up examples like Facebook or the iPhone whenever I discuss it in my lectures. So what can and cannot work when you want to educate the market? Did the market immediately get it?

How to Avoid Market Feedback Traps

Mind the Product

If you were to ask me whether you, as a product manager , should you always listen to market feedback? Henry Ford is famously quoted as eschewing market feedback by saying that if he’d listened to his customers, they’d have asked for faster horses. In fact, between 1921 and 1927, Ford lost half of its market share to GM, who won customers over by listening to them. The post How to Avoid Market Feedback Traps appeared first on Mind the Product.

MRDs – How Much “Market” Is In Your Market Requirements Documents?


Most B2B organizations use a M arket R equirements D ocument (MRD) for driving new solutions to market. How much of the content in those MRDs should be pure market requirements versus product requirements? A good rule of thumb — 100% market and 0% product. If MRD’s are supposed to reflect the needs of the market, they should be market specific not product specific. What’s wrong with this sample market requirement?

People Don’t Buy Capabilities, They Buy Knowledge

The Secret PM Handbook

It’s not an accident that all of these examples are market-leading or paradigm changing. So a little bit of embedded knowledge can create a lot of differentiation. The other piece of good news is that defaults and knowledge provide differentiation in two ways. Even if you can’t do it perfectly, if you put that capability into your product and our competitors don’t have it, at minimum you have a good differentiator.

What is a “market-driven” Product?


As a Product Manager I love the words “market-driven” They have purpose and connotations of real market intelligence (“customer-centric” sits in the same bucket). What is a “market-driven” Product? A two-tier definition of market-driven Product. Here’s two different ways of describing it: A “Firm’s policy or strategy guided by market trends and customer needs instead of the firm’s productive capacity or current products.”

Market Problems — Blinders. Customer Goals — Wide-Angle Market Lens.


If you’re in a product management, product marketing or sales enablement role, consider replacing the phrase market problems with customer goals. It will open your eyes to a whole new narrative, and it will help you deliver, market and sell solutions with more strategic customer value. How Much “Market” Is In Your (MRD) Market Requirements Document? . The post Market Problems — Blinders. Customer Goals — Wide-Angle Market Lens.

Strategic Product Marketing: One Small Move, Three Big Benefits


A strategic product marketing function can be created with one simple move that pays three big dividends to the organization. Many product marketing professionals in B2B have long felt like the sales tools on-demand department and rightfully so. It’s a tough rut to climb out of when product marketing is perceived as a tactical extension of product management, tasked with little more than mobilizing product value propositions to drive sales.

How To Differentiate Your Product When Competitors Solve the Same Problems


There were competitive products that solved the same exact problems, and then there were competitive products that didn’t even come close, but their marketing or sales teams did something to convince buyers otherwise. I can even remember a time or two when we lost a deal because our attempts to differentiate with technical explanations made us sound like the worst solution. Buyer perceptions are a dangerous thing. I remember it all too well from my quota-carrying sales days.

Market Problem Framing Example

Tyner Blain

Understanding how problems are framed in your market is critical to developing a successful product strategy. I’ve written about how to frame market problems using Ted Levitt’s whole product model, and referenced a workshop framing problems. And Moore’s work builds on ideas from several others (“turtles all the way down”), including Levitt’s Marketing Myopia. Differentiation – Remote monitoring of glucose levels.

Mastering the Problem Space for Product/Market Fit by Dan Olsen

Mind the Product

The term Product/Market Fit was coined by Marc Andreesen back in 2007 and it’s been a key goal for any new product or startup ever since. In this talk from Mind the Product San Francisco, Dan Olsen, the author of The Lean Product Playbook , tackles the key components of product/market fit and how to achieve it. The Product/Market Fit Pyramid. Taken together, the first two layers – target customer and underserved needs – are the market.

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


Is the maturation of B2B product management and marketing keeping up with the demands of the market? B2B technology companies today bear little if any resemblance to those of the mid to late 90’s, yet a big chunk of the industry is still practicing product management and product marketing the exact same way it did 20-25 years ago. Throw in the COVID-19 pandemic and everything has changed for most of our markets (and us)? Give the Market What It Wants!

B2B 118

Tech proposes, Market disposes

The Product Coalition

All of these products had a huge Total Addressable Market (TAM), and were clearly Feasible, but failed to differentiate themselves in any meaningful way. The market subsequently allowed them to slide into obscurity. Feasibility Market Size Value Proposition USP Customer Desirability The big five criteria for venture success Before we go further, let’s be clear that these five do not operate on the same scales.

The Seven-Part Guide to Portfolio Product Management & Marketing


This guide to portfolio product management and marketing answers the following seven questions. How Does Portfolio Product Management Impact Product Marketing? Portfolio product management is a customer outcome approach to product management and product marketing that eliminates silos and competing priorities and fosters collaboration across product teams. Structure product management/marketing so that their market knowledge is stronger than all other disciplines combined.

Trailblazing Women in Product Management: Diane Levin, VP of Marketing and Product Development at New York Power Authority

280 Group

Product Management is the perfect role, because we look at what does the market need, how can we fill that need and how do we get it out there in the market. It was a great training ground and I learned how to work with manufacturing, engineering, and marketing multi-functional teams. You need to be strategic and get two years ahead of the market, but why are we funding you for the next six months? What is our differentiation and how can we address the problem?

The Ideal Product Marketing Candidate for B2B


This sample product marketing job description just might ruffle a few feathers. Second, there may be people in product marketing roles that don’t meet the requirements. B2B Product Marketing Job Description. Add these criteria to your next product marketing job posting and see what happens. A lot of people aren’t cut out for the quota pressures of direct sales but make fine product marketing managers! Related Articles on the Product Marketing Role.

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Creating and Marketing Cybersecurity Products by Richard Reiner

Mind the Product

In this ProductTank Toronto talk, Richard Reiner , Executive Chairman at dfuse , takes us through various case studies and lessons learned from his experience building and marketing products in the cybersecurity space. Surviving in a maturing market at Enomaly. Surviving in a Maturing Market at Enomaly. They had a celebrity like founder, yet, were losing leadership in the market and growth had plateaued.

How to Break into Product Marketing Management (PMM)

PMLesson's Ace the PM Interview

Product marketing is one of the newest and most impactful roles within an organization. As a product marketing manager (PMM), you influence most areas of the organization including product, design, sales, support, and, of course, marketing. Given how new and versatile the role is, product marketing management is also probably the least standardized role in tech companies, which makes the process of becoming a PMM quite obtuse and vague. Product Marketing Management

Building the Amazon Way: How Amazon builds and markets products


The question is–How did Amazon build to conquer the e-commerce market? What’s the ‘Amazon way’ of building and marketing products? In fact, over 22 million Echo units were sold in 2017 alone vindicating Amazon’s decision to launch and market the Echo.

Why Your Outdated Website Needs a Product Marketing Refresh


How you sell and market your products, services, solutions, offerings, you name it, has changed. Product marketing can help in all of the scenarios above. Offering and Product Hierarchy: First and foremost, align your offerings with what your target market needs right now.

How we’re building a marketing engine to move upmarket

Inside Intercom

But as they pick up steam, offering more products to multiple target markets, it’s easy for the message to get a little fuzzy. When Shane Murphy-Reuter joined us here at Intercom as SVP of Marketing earlier this year, he had to manage four different teams on two continents working on multiple products. 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.

The Best of Both Worlds: Vertical Marketing and Horizontal Products


The lint roller manufacturers have figured out that they can generate more revenue by marketing the same product to a whole new segment — pet owners — under a clever new name. Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries. Vertical Marketing & Sales. On the marketing and sales front, it’s no secret that the best (most relevant) story wins the majority of the time.

How Startups can compete in the Online Dating Market

The Product Coalition

The global online dating market was valued at $6,400.0 It’s a huge and fast-growing market and this factor is probably responsible for the gigantic amount of companies that arise in this segment year after year. Recently we decided to enter this market in our own company( JoySpot ), so I started studying this market heavily to learn how can a Startup penetrate it and be competitive versus titans like Tinder. How to deal with Winner Takes All Dynamic in Dating Market?

Start your marketing with why: Getting your story right

Inside Intercom

No matter how good your product is, if you can’t tell a cohesive, compelling story about it, you’re going to have a very hard time getting people’s attention when you actually do take it to market. For decades software was sold using feature-based marketing: start with what the company wants to sell, and then tell people why they need it. It’s easier than ever to build a product, which means the market landscape is increasingly competitive. The problem was marketing.

The Four Primary Components of Product Marketing


Product marketers are indispensable to the success of a product company. They’re a rare blend of sales, marketing, communications, product team, and subject-matter expertise. But… what do product marketers do? Product marketing is an interconnected web of many moving parts, but in this post I’ll walk you through four distinct areas of that web and why they matter: Product Brand Strategy, Hierarchy, Packaging, and Positioning.

Product Priorities vs. Marketing Priorities: Two Simple Questions


Everyone has an opinion when it comes to product priorities and marketing priorities. Product and marketing priorities have to be influenced by external forces if the desired result is a single set of top-down initiatives that won’t change with the wind. In most B2B organizations, multiple products target the exact same markets. When those products are managed, marketed and sold as separate entities, it fosters many differing views of the same markets.

The Product Market Fit Engine | Rahul Vohra, CEO, Superhuman | BoS USA 2018

Business of Software Conference

This will change the way that a lot of people think about product market fit, BS metrics, understanding the needs of the people that really matter. Jared Spool’s excoriation of the use of NPS by marketing departments had struck a chord earlier in the week. Rahul Vohra (Founder/CEO, Superhuman) – The Product-Market Fit Engine from Business of Software Conference. So I’m going to talk about Product-Market Fit. Indeed, can you measure product market fit?

TEI 264: How product managers can make better use of marketing – with Jill Soley

Product Innovation Educators

How marketing and product management work together. Turns out if you ask 50 different people what marketing is, you’ll hear 50 different answers. That is what our guest did to investigate what people think about marketing and how it fits into the work product managers do. Our guest is Jill Soley, a Silicon Valley strategic product and marketing executive. 7:06] How do you describe marketing? Marcom is one piece of marketing.

How working as a Product Marketer can help you become a better Product Manager


Having spent several years playing both Marketing and Product Management roles, I can confidently suggest that every Product Manager who wants to make a significant impact on the overall success of the business should switch to Product Marketing roles several times in his career. I would also propose that companies should never differentiate between Product Managers and Product Marketers while hiring and they should encourage transition into one role from another.