Product Management University

OCTOBER 30, 2019

The B2B Product Manager Magazine October 2019 is now available. How To Differentiate Your Product When Competitors Solve the Same Problems. Short and to-the-point tips for positioning greater value, differentiation and generating more revenue from existing products. A different perspective if you’re in B2B.

Magazine 20

Magazine B2B Product Management Product Manager 20

Intercom, Inc.

FEBRUARY 6, 2020

“The shift from serving just consumers to serving consumers and companies is a massive one” For Udemy, investing in a B2B arm seemed too obvious, and too good, an opportunity to ignore. Turning a sales objection into a unique differentiator. It might be the same core product, but it’s a completely different strategy.

Feedback Software 243

Feedback Software Analytic Tools Research Software Data Visualization 243

Product Management University

JANUARY 3, 2023

A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? Your B2B sales demo is the verbal value story you’ll tell when giving sales demos to prospective clients and current customers. Be personable and friendly.

Demo 130

Demo B2B User Friction Customer Experience 130

Product Management University

AUGUST 15, 2023

B2B Portfolio Management Portfolio management simplifies the strategic planning and prioritization process because product managers are collaborating more than ever to grow the market value of the portfolio in the market segments most conducive to the company’s success. PPM Explained for B2B WHITE PAPER: Product Portfolio Strategy

Product Management 246

Product Management Product Manager White Paper Management 246

Product Management University

OCTOBER 29, 2024

These courses offer an unconventional approach to traditional product marketing that makes it easier for product marketing managers to generate more revenue from existing products without splitting hairs to define and communicate their differentiating value. Who Are the Courses For? There are six eLearning courses offered for free.

Product Marketing 147

Product Marketing Marketing Certifications Product Management 147

Product Management University

AUGUST 21, 2023

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? Let’s say your target customers are investing strategically in their technical support area as a way to differentiate in an otherwise commodity market. Let’s have a look see! Here’s an example.

Product Management 246

Product Management Product Manager White Paper Vision 246

Userpilot

DECEMBER 11, 2022

Is your B2B Product Marketing strategy working for you? Brand positioning, demonstrating your value proposition to other businesses, and making channel decisions; B2B product marketing can become a complex process. A B2B marketing strategy is any marketing activity aimed at turning other companies into customers.

B2B 98

B2B Feedback Software Product Marketing Customer Experience 98

Intercom, Inc.

JUNE 22, 2021

Buyer behavior is one area that has seen significant change – according to a recent report by McKinsey , 70% of B2B decision makers say they’re now open to making new, fully self-serve, or remote purchases in excess of $50,000, while 27% percent would spend more than $500,000.

Reporting Tools 233

Reporting Tools Technical Review Technology Systems Review 233

Intercom, Inc.

MARCH 21, 2018

The result is that differentiating yourself on product alone is harder than ever. They do this in two important ways: Justification: In B2B SaaS, you’re stressing “bottom line” results that can be achieved by applying your product’s features to solve a particular problem. But SaaS has changed that.

Marketing 223

Marketing Customer Satisfaction Differentiation Banking 223

Product Management University

NOVEMBER 14, 2022

In B2B, product marketing is focused on articulating the value of individual products. Portfolio marketing in B2B is focused on articulating the value of your portfolio to vertical industry segments like retail, healthcare and manufacturing. Your portfolio has more market and customer value than the sum of the products.

Product Marketing 147

Product Marketing Marketing Reporting Tools Healthcare 147

Product Management University

OCTOBER 12, 2021

Product Marketing may be one of the most misunderstood and undervalued functions as evidenced by the fact that so many B2B organizations still don’t have it. If clearer differentiation and greater sales success are on your A-list, dispel these three product marketing myths and you’ll be on your way. Here’s the funny part.

Product Marketing 147

Product Marketing Marketing Differentiation B2B 147

Intercom, Inc.

FEBRUARY 11, 2020

For B2B products, customers often pay wildly different prices, and so the value that they expect out of your product is wildly different. TV streaming service Netflix only define someone as active and getting value if they’ve watched 15 minutes of content in a month , the length of the shortest TV episode.

Customer Experience 282

Customer Experience Onboarding KPIs Differentiation B2B 282

Product Management University

SEPTEMBER 15, 2020

But the implementation of each practice in B2B organizations reveals a huge contrast between the two with a ripple effect that may be just as significant. B2B Best Practice: Addressing Market Needs. It also helps you differentiate with a strategic value story that’s crafted around quantifiable customer outcomes.

Marketing 130

Marketing Differentiation Healthcare B2B 130

Product Management University

AUGUST 5, 2019

Here are five B2B product management best practices that’ll give product management teams the coveted “strategic” moniker among executives, marketing, sales, engineering and customer success teams. The Portfolio vs. Every Product! Most companies can’t serve that many markets and do it well. Sales Training.

B2B 100

B2B Product Management Product Manager Sales Training 100

Intercom, Inc.

OCTOBER 1, 2019

But thanks to his experience as a marketing leader in both B2C (in online gaming ) and later in B2B (at AdRoll , where he managed 45 people and a budget of €30 million), Shane had a keen sense of how to continue fueling growth by moving upmarket and differentiating from a crowded marketplace.

Engineering 177

Engineering Marketing B2C B2B 177

Messages that Matter

JULY 11, 2024

Messages that Matter Messages that Matter Assessment explains how BI vendors can easily solve the problem By Lawson Abinanti, Messages that Matter For the 10th year in a row, lack of differentiation permeates the Business Intelligence & Analytics market which made me imagine why and how to solve the problem.

Differentiation 52

Differentiation Analytic Tools Data Visualization Research Software 52

Intercom, Inc.

FEBRUARY 17, 2022

Doug Kessler is the co-founder and creative director at Velocity Partners , a B2B Marketing Agency with a laser-sharp focus on content strategy, and the writer of articles such as The Search for Meaning in B2B , Crap , and Insane Honesty. Liam: And what switched you over to B2B? Did you get sick of anything in particular?

Marketing 209

Marketing B2B Branding Data Visualization 209

The Product Guy

AUGUST 13, 2020

Being a product manager in a B2B service company, the question was particularly difficult to answer. It was a mind expanding exercise and set a clear structure for me to rethink what is really the differentiation factor in our product. . B2B type of business will focus on different KPIs than B2C type of business.

Product Management 163

Product Management Product Manager Research Software Feedback Software 163

Product Innovation Educators

NOVEMBER 7, 2022

Today we are talking about how to price B2B SaaS products, learning from pricing examples. Joining us is Marcos Rivera, the author of the new book Street Pricing: A Pricing Playlist for Hip Leaders in B2B SaaS. Today we are talking about how to price B2B SaaS products, learning from pricing examples.

B2B 87

B2B User Testing Customer Experience Banking 87

Product Management University

FEBRUARY 15, 2023

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. Solution selling is a basic sales methodology that has long been the norm in enterprise B2B. What is Solution Selling? I understand how you’ll measure success. Here’s the drill.

Product Research 130

Product Research Document B2B Demo 130

Product Management University

MAY 24, 2017

Product demo objections are a staple of the sales process in the B2B software business. Redirect the focus of your value proposition to the capabilities that address larger scale issues such as growth or competitive differentiation. Your competitor’s products have just as many or more deficiencies than yours. No big deal!

Demo 124

Demo Product Research Differentiation B2B 124

Product Management University

JANUARY 27, 2017

Making the shift from horizontal products to industry solutions boils down to differentiation…not just the marketing and messaging variety but adding product capabilities specific to key industry segments that deliver exponentially more value than generic one-size-fits-all products or services. Competition / Commoditization.

Reporting Tools 113

Reporting Tools Data Visualization Differentiation B2B 113

Mind the Product

JANUARY 14, 2019

Not surprisingly, when you’re looking for customer validation for B2B products, there simply aren’t as many datapoints to draw from in enterprise product management as there are for consumer products. The following are some tips and tricks I’ve learned working on B2B products at Google and Rubrik, a startup in the cloud data management space.

Enterprise 132

Enterprise Customer Feedback Data Visualization User Testing 132

Intercom, Inc.

NOVEMBER 25, 2019

” Unique activities : Find the differentiators that make sense for you. Des: It’s fair to say in some cases a company is literally defined by its exact product, as in there is a one-to-one relationship between what the company is trying to do and what the product is trying to do and a lot of B2B products are in that space.

Product Strategy 187

Product Strategy Strategy Research Software User Testing 187

Mind the Product

SEPTEMBER 2, 2019

B2B categories can be especially tricky because you are building product for a professional who’s doing a job you’ve likely never done first-hand. But in the B2B world, the way companies go to market introduces the potential for various feedback biases that every product manager and marketer needs to understand.

Customer Feedback 114

Customer Feedback User Testing Feedback Software Marketing 114

Sachin Rekhi

AUGUST 6, 2015

In B2B products, it's important to divide the target audience in terms of end users of the product as well as business decision makers who have the budget and will ultimately make the call on whether to rollout the solution in their company, because you'll often find that these are two completely different audiences with different desires and needs.

User Testing 143

User Testing Document Product Marketing Marketing 143

Intercom, Inc.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. As a result, digital technologies are being seen as the critical differentiators they are. Second, expectations are rising for consumer-grade experiences.

Reporting Tools 228

Reporting Tools Data Visualization Customer Communications Research Software 228

Mironov Consulting

MAY 2, 2019

Let’s identify a few underlying assumptions about how industrial hardware is designed/built/sold, then map those to B2B software products. Companies with decades of industrial hardware success often have trouble adapting their standard operating procedures to digital offerings. Pricing based on customer value is mostly outward-looking. [6]

Reporting Tools 91

Reporting Tools Analytic Tools Research Software Data Visualization 91

Product Management University

AUGUST 3, 2021

The convergence of software, hardware and services has forced traditional companies to find creative ways to differentiate what’s now a commodity. Product Management 2.0 – The Maturation of B2B Product Management. All things cloud and/or mobile. Related Articles. Out with Product Marketing 1.0 and In With Product Marketing 2.0.

Customer Experience 130

Customer Experience Reporting Tools Product Management Product Manager 130

Product Management University

FEBRUARY 14, 2023

Building a valuable minimum viable product should not only benefit your target customers but should also benefit your organization in terms of growth and differentiation. Aim for a more eloquent feature set on the big obstacles, as these can be the things that differentiate your solution.

Customer Experience 130

Customer Experience User Testing Customer Feedback Feedback Software 130

Intercom, Inc.

DECEMBER 4, 2019

Obviously the first step to make all of this work is in defining a clear and differentiated value proposition that resonates with a segment of the market. We ended up making the decision to spin off the B2B part of our business, creating RollWorks to address the brand stretch. So how do you ensure tight alignment as you do this?

Branding 209

Branding Weak Development Team Technical Review Airlines 209

Intercom, Inc.

SEPTEMBER 22, 2022

. “We believe that our ability to deliver in-context conversations sets us apart, as well as our ability to define and deliver on our vision” Intercom received a differentiated rating – the highest score possible – in two criteria: conversation delivery and roadmap. Evaluation criteria. Download the Forrester Report here.

Reporting Tools 104

Reporting Tools Naming Artificial Inteligence Differentiation 104

Product Management University

MAY 11, 2018

Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries. For most B2B organizations, adopting this approach yields nothing but upside, especially if your products and services are a commodity or will be soon. It’s the best of both worlds.

Marketing 100

Marketing Differentiation B2B Healthcare 100

The Product Bistro

MAY 10, 2016

The contribution margin is a quick and dirty way to capture the value of each sale, and how to capture the potential profit for a pricing change (increase or decrease) and the likely volume differential. Finally, there is the “ Fixed Cost ” or F. This is often referred to as overhead, or plant and fixtures. Like what you see?

Customer Experience 170

Customer Experience Finance Reference Differentiation 170

Intercom, Inc.

SEPTEMBER 22, 2020

According to a recent report : 48% of B2B buyers engage with between three and five pieces of content before connecting with a salesperson, and 67% of respondents rely even more on content than they did the year prior to inform their purchasing decisions.

Inbound 211

Inbound Outbound Reporting Tools Customer Experience 211

The Product Coalition

MAY 12, 2022

In the B2B space, why can a product manager nail the customer’s need, solve the market problem in a differentiated way, have compelling results that make the case, and still hit a wall? There is a science to getting products in the hands of B2B customers and critical strategies to execute. Now that would be a differentiator.

Weak Development Team 119

Weak Development Team Differentiation B2B Customer Experience 119

Product Management University

AUGUST 13, 2019

Many product marketing professionals in B2B have long felt like the sales tools on-demand department and rightfully so. It’s one of the least effective ways to do product marketing in B2B. In B2B, product marketing’s job is to create and communicate value in the context of the buyers’ business.

Product Marketing 127

Product Marketing Marketing B2B Healthcare 127