Our team has been through product management training… now what?

Posted by on Oct 31, 2016 in Blogs and News | 0 comments

Team Training ImageGetting a product management team up to speed is a big commitment and investment. Training is an essential part of their journey to high-performance, but multiple studies show us that overall retention of training material is very low – about 10%, according to most experts. Furthermore, if team members don’t get to put that new information into practice, they will struggle to retain even that small fraction.

This isn’t the fault of the product managers or team leaders. The many high quality training courses available for product teams simply aren’t sufficient. Such training programs are the foundation of what is required to transform your group into a high-performing product management organization.

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Should You Hire or “Grow” Your Next Product Management Leader?

Posted by on Sep 15, 2016 in Blogs and News | 0 comments

Product Management Leader

Perhaps your VP of Products has decided to join a hot startup or you just realized that it’s time for your product management group to have its own seat at the leadership table. Regardless of the circumstance, you find yourself in need of a product management leader.

You can picture who you want to step into this role:

  • someone in sync with the company vision and goals
  • an effective leader who will focus the product management team
  • someone who can earn the respect of development
  • a professional who really gets product management
  • they know it is also a market facing role and won’t let the team get bogged down in countless meetings

So how do you get from here to there? Should you hire or “grow” your next product management leader?

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The ABCs of Win-Loss Analysis

Posted by on Aug 23, 2016 in Blogs and News | 0 comments

As we discussed in our recent post How to Quantify the Return on Product Management, it’s essential for product management teams to focus on market-sensing activities. How do customers and prospects view your solutions relative to the competition? What are the most important factors in their decision? Who is involved?

win-loss analysis

A golden opportunity to gain insight is right after a customer or prospect chooses to buy or not buy. But it’s not as simple as just asking a new customer why your company won, or asking the sales rep why you lost. To pan the gold out of the wins and losses happening every day, you’ll need a carefully planned and executed win/loss analysis program.

Maximizing the Benefits of Your Win/Loss Analysis Program

Your program should consist of 4 main steps – prepare, survey, interview, and analyze. Because your sales team won’t be excited about this (you know it’s true) and not every customer/prospect will take part, your approach needs to maximize participation and extract the most value from each interview. Here is how to do that.

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How to Quantify the Return on Product Management

Posted by on Aug 8, 2016 in What is product management 2.0? | 0 comments

Do you ever feel like you have a target on your back? If you’re a product executive, especially with product management responsibility, you’ve felt the pressure to justify the existence of you and your team at some point. Sure, you can talk to the executive team about efforts underway to define the MVP, groom the product backlog and prioritize features for the next release. . But they want something more concrete from you – a clear connection between the investment in your team and the top line or the bottom line results.

How to quantify return on product managementIt may be tempting to jump to your product or product line P&L to justify staffing compensation, return on investment, contribution margin and productivity… However, this can be a big mistake if you haven’t laid the proper foundation and set expectations with your co-leaders and your team.

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The Executive’s Guide to a Healthy Software Product Portfolio

Posted by on Jul 28, 2016 in Blogs and News | 0 comments

Software Product PortfolioThe software market is constantly evolving. Want proof? In the span of a single week technology website Network World reviews an average of more than 20 software and hardware products. For executives at software development companies, the challenge is one of balance — too many products and you get lost in the noise; too few, and you’re not taking best advantage of your market niche. Here’s a top-level guide to help ensure your product portfolio is in good health.

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