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

Userpilot

AUGUST 12, 2024

They may abandon the page if the messaging and positioning are confusing or contradictory. Anthony Pierri knows this, and after helping over 200 businesses improve their homepage, he’s hosting the talk “ How to Rewrite Your Homepage With Sharper Positioning & Messaging ” on October 8th. What is positioning?

Messaging 105

Messaging Positioning Data Visualization User Testing 105

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. Ask Questions.

Demo 130

Demo B2B User Friction Customer Experience 130

Product Management University

SEPTEMBER 24, 2019

Here’s an example of product positioning at its finest. Here’s one of the biggest problems in B2B, especially with technical products. Product knowledge is a big fat handicap when it comes to positioning value because it forces you to overthink everything. 1. “It’s Impossible to Differentiate Every Product.”.

Positioning 113

Positioning Customer Experience Differentiation B2B 113

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

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

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? What’s Unique About Product Management University Courses?

Product Marketing 147

Product Marketing Marketing Certifications Product Management 147

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. healthcare).

Product Marketing 147

Product Marketing Marketing Reporting Tools Healthcare 147

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

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

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. Market Positioning. Keep running with the market positioning and mobilize your value story via the salesforce.

B2B 100

B2B Product Management Product Manager Sales Training 100

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. What is a position?

Differentiation 52

Differentiation Analytic Tools Data Visualization Research Software 52

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

The Product Guy

AUGUST 13, 2020

A lot of them worked in other positions before moving to product management, like engineers, analysts, marketers and project managers, and learned by taking on extra responsibilities. Being a product manager in a B2B service company, the question was particularly difficult to answer. Some of them are good, and some of them are bad.

Product Management 163

Product Management Product Manager Research Software Feedback Software 163

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

Intercom, Inc.

DECEMBER 4, 2019

You are then happy to lose ground on certain aspects of the product while you develop a defensible position in the market. 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. 2 First-mover disadvantage. Navigating the pitfalls.

Branding 209

Branding Weak Development Team Technical Review Airlines 209

The Product Coalition

NOVEMBER 16, 2020

You can find the first part here: Case study: what’s wrong with Soundcloud and what opportunity it misses I will be exploring how differentiating the content can: Allow a highly tailored experience across different areas of the product Help Soundcloud catch strategic opportunities while playing with their own strengths.

Product Research 82

Product Research Positioning Customer Experience Research Software 82

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

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

Product Management University

OCTOBER 23, 2023

In most B2B organizations, it’s more the exception than the rule that customer success managers inherit accounts where they’re in a position to play offense because the customer is thrilled with your products. Let’s dream for just a minute. Economic buyers are thrilled with the partnership they’ve formed with your organization.

User Testing 130

User Testing Onboarding KPIs Product Research Management 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

Mind the Product

SEPTEMBER 2, 2019

Nonetheless, the quote is a favorite go-to argument in roadmap meetings everywhere, used to justify positions that are inconsistent with market feedback or lack data altogether. 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.

User Testing 114

User Testing Customer Feedback Feedback Software Marketing 114

Product Management University

FEBRUARY 14, 2023

Organizations focused on measurable customer success understand that an MVP does one thing exceptionally well: provides positive customer outcomes that can be quantified. 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.

Customer Experience 130

Customer Experience User Testing Customer Feedback Feedback Software 130

Lenny Rachitsky

AUGUST 13, 2024

April Dunford is an expert at nailing positioning for scaling tech companies and wrote Obviously Awesome , a definitive guide to product positioning. April has worked hands-on with over 200 companies on positioning, including Google, IBM, Postman, and Epic Games. .” So how do you assess positioning?

Positioning 52

Positioning B2B Differentiation Analytic Tools 52

Userpilot

NOVEMBER 8, 2022

This article covers all you need to know to create a solid GTM strategy for your SaaS startup or B2B business model. A typical B2B GTM strategy details the business objectives, a unique value proposition, pricing details, marketing channels, and distribution channels. What are the main components of a B2B GTM strategy?

Feedback Software 98

Feedback Software User Testing Product Research Strategy 98

Product Management University

SEPTEMBER 18, 2024

But especially in the B2B/B2B2C space, we often forget about other important parts of the equation. Your products also need to improve job performance in a way that positively impacts the department’s operational priorities. Of course, every product company wants users to love their products—no surprise there.

Framework 130

Framework User Friction Customer Experience Product Research 130

Nulab

SEPTEMBER 22, 2021

Competitive positioning is a way to assess the market, suss out your competition, and work out whether your offering is a viable means of making money. Research part 1: Qualitative research for competitive positioning. Any good positioning strategy begins with plenty of research. Define your competitive positioning approach.

Positioning 69

Positioning User Testing Reporting Tools Data Visualization 69

Product Management University

JANUARY 15, 2018

In B2B, the pinnacle of product success is when your products consistently make people (users) measurably better at their jobs in ways that have quantifiable strategic value to their organization. Is it time for the B2B product management profession to tip the applecart and make “customer success metrics” the primary focus?

Telecommunications 113

Telecommunications Customer Experience B2B Differentiation 113

Lenny Rachitsky

JANUARY 9, 2024

For inspiration, here are the original ideal customer profiles (ICPs) for top B2B products and, below that, the original target audience for top B2C products (what I call the “super-specific who”). Change your target audience/ICP You may have the perfect solution to a different person’s problem. Almost comically narrow.

B2C 120

B2C Customer Experience User Friction User Testing 120

Product Management University

APRIL 18, 2017

The B2B Product Manager Magazine April 2017 is now available. Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. The post Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role appeared first on Proficientz - Product Management Training for B2B.

Magazine 100

Magazine Product Management Product Manager Healthcare 100

Product Management University

APRIL 18, 2017

The B2B Product Manager Magazine April 2017 is now available. Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. The post Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role appeared first on Proficientz - Product Management Training for B2B.

Magazine 100

Magazine Product Management Product Manager Healthcare 100

Product Management University

APRIL 8, 2024

I want to focus on the responsibilities of B2B product management that don’t get much airtime. Here’s why this structure is so critical to a stronger leadership position. Pepper in some competitive differentiation. There are the obvious things product management does. A simple ChatGPT inquiry will give you everything you need.

Leadership 147

Leadership Marketing Product Management Product Manager 147

Product Management University

FEBRUARY 25, 2020

That way, they’re always leading from a position of strength. In B2B, you’re usually better off to build your growth strategy on the three common markets until you reach critical mass in terms of market share, wallet share and customer success. Aspirational Market Positioning. It makes everything easier. Portfolio Value Theme.

Marketing 130

Marketing Product Management Product Manager Reporting Tools 130

Product Management University

APRIL 15, 2018

Is it time for a more interesting and unique flavor of selling – or is it time for a more tantalizing flavor of product management to differentiate the way you sell? Solution selling has long been the norm in B2B. Just not good enough to differentiate, especially if everyone else is doing the same thing. It’s not wrong or bad.

Product Management 113

Product Management Product Manager Differentiation Document 113

Amplitude

FEBRUARY 1, 2021

Your Product Launch Process Starts With a Clear Goal and Crisp Positioning for your Product. Once the North Star is well defined, you move to define positioning for your product. Positioning starts with understanding the target audience(s) for your product. Is it to generate additional revenue from existing markets?

Product launches 111

Product launches Strategy User Testing Product Research 111

UX Studio

SEPTEMBER 6, 2023

Even big B2B players (Business-to-Business) were interested in UX research. We had to think differently when doing research with B2B customers. Think of it as your compass for navigating the world of B2B research. Who are the users in B2B By definition, we talk about B2B when we see a transaction between two businesses.

User Testing 60

User Testing Customer Feedback Research Software B2B 60

Messages that Matter

SEPTEMBER 10, 2019

In the early days of B2B software, it was common for companies to have functionality no one else had in their market. Differentiation was relatively easy. Just identify the benefit of a really important piece of unique functionality and you had a potential positioning statement.

Differentiation 40

Differentiation B2B Positioning Marketing 40