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Overcome the Early Success Trap to Solve Your Product-Market Fit

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from...

The CEO’s Mindset Shift from Products to Platform

For many B2B companies, the effort to continually maintain and improve their products has become too demanding. Evolving economic factors affecting these companies have pressured many to make the shift from being a product company to a platform company. Sudhakar Ramakrishna,...

Phase 14: Product Marketing Support

PHASE 14: PRODUCT MARKETING SUPPORT Translate user requirements into product value that resonates with buyers Product managers speak the language of product features and functionality. This resonates with users as they are motivated by what a product will do to make them...

Phase 8: Product Management Process

PHASE 8: PRODUCT MANAGEMENT PROCESS Execute a methodology that moves a product from ideation to launch and beyond Product launches have a 70-90% failure rate, primarily due to loose product management processes. Steps are improperly approved or completely skipped that would confirm...

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan

Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having a well-balanced product road map is only half of the equation. The other half of your future...

Your Product Does Not Sell Itself – Why Clarity Between Product Management and Marketing is Critical

As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people...

A Product Platform Empowers Your Organization and Unlocks Customer Value

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience You...

Stop Blaming Process and Look Closely at Product Talent

It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure...

Product Leaders: Influence the Revenue Planning Process to Showcase Your Value

It’s a late June morning and your shoes stick to the hot, gooey parking lot asphalt as you head toward your building. Despite the inferno underfoot, a chill progressively takes hold as you enter. When the elevator announces your arrival...

The Account Manager Position is an Endangered Species

The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success...
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