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Powerful product positioning usually boils down to the best story, which is not always the best product. Great positioning is centered on the aspirations of your target customers and why those aspirations are so important to their success. Use Themes to Differentiate. The Playbook: Make It More About the Buyer – Way More!
Directly from many salespeople (clients) over the past 20 years, here are the most popular responses (in no particular order) to the question, “Why don’t you use the corporate positioning deck? Here’s the problem with most positioning presentations that come from corporate marketing. “ Too much fluff.
It will also have a positive impact on team morale and productivity. Hold these workshops at least once every three months and invite development team members and key stakeholders to them. Will the technology help you better differentiate your product ? This will not only benefit your product. Will it affect the business goals?
” Good sales positioning and discovery techniques can help you understand true buyer motivations so you don’t end up in the Nobody Zone. This stage is where your company messaging and solution positioning can fully engage buyers or push them away. There’s an old saying: “buyers are liars!”
Use Collaborative Workshops to Review and Adapt the Strategy. Collaborative workshops with the key stakeholders and development team members are a great way to jointly review and adjust the product strategy. Having a dedicated facilitator allows you to fully contribute to the workshop. Are there new market entrants?
A Workshop Kicks Off a New Commitment to Discovery Teresa: It sounds like recently, you had a workshop that had a big impact. I initiated a workshop as a kickoff for 2024 saying, team, I see we’ve done a great job in the define and measure phase and build phase, but I feel like we’re still lacking the discovery phase.
My first MVP had little resemblance with the finished product: I used my product strategy and roadmap workshop as the initial minimum viable product. Taking into account the questions and feedback of the attendees allowed me to refine the book’s value proposition—and improve the workshop. Minimum Viable Product #2.
Through his talks and interactive training workshops, Dan helps companies build great products and strong product teams. 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.
Be a Positive Person That Salespeople Love To Work With There’s a lot to unpack here, but DO NOT interpret this as “do whatever sales asks.” That credibility is often what differentiates you in the end. The Most Basic Rule of Product Positioning 3. Make your product positioning conversational and your sales narratives are done!
If you and all of your competitors are serving vanilla ice cream to buyers, you’re missing an enormous opportunity to differentiate and improve your win rates. Aspirational selling is about understanding what’s driving your buyers from the top down and using that knowledge to position the value of your products in a more strategic context.
Those are the differentiators.” — Dan Pink, Atlassian interview By painting a picture of a world that had transitioned to sustainable energy, Musk was giving his employees a unified sense of meaning, reinforcing what sits at the centre of providing purpose? a 5-day period of workshopping, making and testing.
Position your customer as the hero of the story and your product or business as the guide. If you make your product the hero, and the customer is also positioning themselves as the hero, you’re in competing stories. Problem: The market is saturated, and it’s really hard to differentiate. Guide: I totally get it.
For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. The Simple Secret to Differentiation Think about someone you really enjoyed buying from. Solution Consultants and Differentiation Here’s the bottom line.
This month we focus on the single biggest thing that puts product management and product marketing teams in a stronger position to lead and influence. Learn how to position products as strategic business solutions and make your unique value clearer to buyers. Workshops in Atlanta November 20th and Orange County, CA December 10th.
Brand Value & Competitive Differentiation Every technology company touts the benefit of their platform and the seamless product integration, yet products are largely managed and marketed in silos. What most technology companies aren’t touting is business process integration and the value to the customer, the real point of differentiation.
I’ll also be leading a workshop with Sudhi Gulur from Boeing, applying the Lean Canvas as a minimum viable business case. Product management starts with positioning, not with product. This means we begin with product positioning… [link]. Rituals associated with a product creates differentiation. Learn more at [link].
Redirect the focus of your value proposition to the capabilities that address larger scale issues such as growth or competitive differentiation. What if you don’t have every productivity or efficiency feature? No big deal!
Strategic decisions include delineating the product vision, value proposition, product differentiators, and product roadmap. Recently I ran a product planning workshop where we needed to decide which experiments to focus on to affect our conversion metrics. A good decision-making process naturally builds a positive decision culture.
The product-focused approach helps you deliver a clear product value proposition, improve your brand image, and demonstrate competitive differentiation. Over time, your audience will begin associating the product’s positive attributes with your brand itself, which leads to increased trust and loyalty. Product-led blog content.
They already know your weaknesses and how you position against them! The endgame here is to put your sales and pre-sales teams in a position to spend quality time on higher probability opportunities. Want to learn how to create your differentiating value story in demo format? Guess what? The verdict for most of you?
Before you build products or features or create any positioning, start with the solution — the customer’s definition of what they’re doing, why it’s critical to their business and the obstacles standing in their way. Contact us about a personalized onsite workshop for your products, your markets and your business model.
On this month’s podcast ( Episode 130 ), I provided some tips on how to differentiate between a product strategy and a go-to-market plan. When companies call me to deliver strategy workshops, it’s usually because they feel that their teams are not being “strategic” enough. Dear Strategy: Episode 130.
Market All business messengers had become homogenised, we needed to differentiate. Position the product Pitch how we’ll explain it to the world to ensure that what we build, market, and sell are joined up. Along with this brief, we ran workshops with teams and leaders to gather ideas on what the vision for Messenger should be.
The Briefing consists of a workshop with the team (usually one to four hours) to present the project's vision/goals and clarify all the necessary business requirements. Analyzing design patterns and technologies used in the industry and on similar activities allows positioning the product in this ecosystem. See below: Briefing.
That way, they’re always leading from a position of strength. Aspirational Market Positioning. If you have a customer-facing vision for the portfolio and supporting business goals for each product, the foundation of your market positioning is complete. Positioning. It makes everything easier. Portfolio Value Theme.
Competitor analysis enables PMs to find areas where rivals fail customers and develop sound positioning and differentiation strategies. They can help you shape your product development, refine your positioning and differentiation strategies, and develop a compelling unique value proposition. Such insights are invaluable.
Once we’ve identified that, “Yes, this is the problem that will help differentiate you,” we roll up our sleeves and work with them on the most complex problems to see how we can help them accelerate. Now I can design these “purpose workshops” to help walk teams through these kinds of existential crises.
Apply this technique as designed, do the questionnaire (mentioned below) and analyze it, organize a proper workshop, and take the time and effort to discuss the insights and the features. Either concentrate on one of these three aspects at a time or draw an average to position it in the model. Wisemoments alias Closing Thoughts.
70% of CEOs now see UX and CX as a competitive differentiator, however budgets are remaining stagnant. Whether working in Agile or not, you could also run a research road mapping workshop , which brings all the stakeholders together and you try to understand all their business problems and you create a roadmap to solve them.
It makes sense then that the most crucial skills for Product Managers are intangible people skills – otherwise known as soft skills, but we’ll discuss that later – which tend to be more transferable from position to position and industry to industry. You will also be expected to produce competitive analyses and status reports.
And the investment / learning process that we’ve painfully gone through is what differentiates us from those who have yet to ‘join the elite club’. 4 time CEO, numerous product lead positions, lecturer, writer and mentor. He’s currently Chief Product Strategy Consultant at Y-Perspective and hold Analytics courses and workshops.
It didn’t correspond to job or position, nor company size. Involving the decision makers in UX workshops also gets the necessary answers. Imagine them grouped into three levels differentiating client involvement. Background. While working with clients (product owners, designers, head of departments, stakeholders etc.),
Easily done with workshops within the team. As the demand for the product starts to increase, you may want to work on establishing the product’s position on the market. You have stable returns, you have a good position on the market and revenue is flowing in. Quick and easy methods. Methods we recommend: Kano model.
And the investment / learning process that we’ve painfully gone through is what differentiates us from those who have yet to ‘join the elite club’. 4 time CEO, numerous product lead positions, lecturer, writer and mentor. He’s currently Chief Product Strategy Consultant at Y-Perspective and holds Analytics courses and workshops.
So I volunteered to help lead an in-person 2-day workshop to develop a risk management strategy, and it was a smashing success! While after interacting with a “positive energizer” you feel hopeful, uplifted, and energized? Various types of design thinking workshops (e.g. But I knew the power of Design Thinking.
We also host regular workshops and events – keeping clients informed, up to date, and educated about what’s going on in the mobile marketing industry. It’s the competitive differentiator for Japanese apps who want to enter the market both domestically and abroad. This remains a key priority. Integration is key.
Mixed-gender teams and workforce have led to substantial positive results. This ingrained behaviour needs to be consciously differentiated and changed when it affects hiring or promotions. Everyone feels welcomed and their self-worth and image experience a positive boost. Yet, why does gender bias still persist? About AntWak:
Without further ado, here’s my perspective on how AI is becoming a crucial competitive differentiator in customer success. Furthermore, AI-powered features like Gainsight’s Takeaways can surface key opinions and identify themes from customer interactions, providing deeper insights into both positive and negative sentiments.
Without further ado, here’s my perspective on how AI is becoming a crucial competitive differentiator in customer success. Furthermore, AI-powered features like Gainsight’s Takeaways can surface key opinions and identify themes from customer interactions, providing deeper insights into both positive and negative sentiments.
The reasons for this are twofold: 1) It is difficult to patent software solutions, so imitation is a fairly commonplace occurrence in the software space, and; 2) The development process moves really fast, making it difficult to enjoy any level of dominance based purely on feature differentiation for too terribly long.
By the end of that week, I had replaced my salary and position that was my full-time job. Dee: Do you find a need to tailor this or make a differentiation between different sectors or businesses, or is it something that there’s almost a formula that you apply? What do you think about paying me to do that for you?”
We also did our own competitor analysis , identifying differentiating features and services. In order to have a better understanding of where potential pain points could likely arise, we ran a workshop for each segment or user role with the team that works on it, mapping out the user journey.
You’ve gotten in a room together to discuss a user and their needs, and you’ve determined through extensive testing that one particular unit of functionality is going to make a positive impact, given some predefined and well-understood goals for your project. A User Persona is one common way to tell a user’s story.
I have personally seen companies release non-differentiated products into already saturated markets under the flawed assumption that their brands alone will allow them to attain dominant positions with those products. Are you interested in strategy workshops for your product, marketing, or business managers?
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