Oct 16Portfolio Positioning Is What Makes Your Product Positioning More StrategicYour accounts payable product improves the customer’s cash flow. It sounds strategic. What CFO doesn’t want a stronger balance sheet? Your accounts receivable product further enhances cash flow. Even more strategic when customers use both, right? There’s still something missing though. What is it? How about context? Let’s run with…Product Marketing3 min readProduct Marketing3 min read
Oct 11Customer Success — How To Build Relationships With Customer ExecutivesAs the customer success manager (CSM) role evolves into more of a strategic customer leadership role versus a tactical reactionary role, it’s critical to build relationships with customer executives, and in most cases, it’s not as difficult as you think. Kudos if you’re already there. Relationships with customer executives aren’t…Customer Success5 min readCustomer Success5 min read
Oct 11The Three Es of a Great Sales Demo — A Chain ReactionWhen all three of these factors are present, it’s going to be a great sales demo. There are a lot of steps in the sales process that can make or break a deal, but buyer politics aside, the demo is the biggest hurdle to clear because the product is the…Presales3 min readPresales3 min read
Sep 7Portfolio Marketing — Strategic Product Marketing at Its FinestIf you had $1 for every time someone said, “we need to be more strategic,” you’d be a retired millionaire living on your own private island. Consider the fact that portfolio marketing just might be your ticket to strategic product marketing in its purest form, making everything a lot easier…Product Marketing5 min readProduct Marketing5 min read
Aug 24Product Managers — More Strategic as Product CEO or Portfolio Executive?The product CEO analogy for product managers has been around forever, but when you think about it, does it really make sense for B2B software? Every product manager wants to have a reputation for being strategic. The question is, can you have a greater strategic impact as a product CEO…Product Management6 min readProduct Management6 min read
Aug 16The Biggest Difference Between Product Management and Portfolio ManagementThe biggest difference between product management and portfolio management is product management focuses specifically on the success of each product whereas portfolio management focuses on the success of the company (the portfolio) in chosen market segments. Product Management In a product management model, product managers assess markets where their products can best…Product Management6 min readProduct Management6 min read
Aug 10AI and Product Management — Your Intern for Now(Artificial Intelligence) AI and product management is a white-hot topic that runs the gamut, from the countless benefits to product managers all the way to replacing product managers, and everything in between. As with any new technology, there’s a maturation curve. To that end, there’s the question of what how…Product Management5 min readProduct Management5 min read
Aug 410 Things That Would Happen if All Customer-Facing Disciplines Were Aligned to a Common View of the CustomerHere are 10 things that would happen if product management, product marketing, sales and customer success all had a common view of your target customers. There’d be no silos or competing priorities. There’d be a common understanding of what customers are trying to accomplish, why those business goals and outcomes…Product Management2 min readProduct Management2 min read
Jul 14Rearchitecting Your Platform? Don’t Stress Over Feature Parity!Rearchitecting your platform is a necessary evil but every software company has to suck it up at least once. If you’re fortunate enough to have success over the long haul, you’ll do it a few times. It’s total stress though, especially for product management and product development teams because of…Product Management4 min readProduct Management4 min read
Jul 6Develop a Content Strategy For Product Marketing In 5 StepsDeveloping a content strategy for product marketing requires an approach similar to product positioning. It’s about meeting your target customers in their comfort zone with insightful content that strikes an emotional chord. The end game is to open more doors for sales at the decision-maker/influencer level and give them higher…Product Marketing5 min readProduct Marketing5 min read
