So the business case for your new product is completed and you are ready to present it to your execs. As suggested in a previous post, you have consulted with the key decision-makers prior to the presentation and of course they disagree with your numbers and/or your assumptions. Your ability to drive everyone to a [...]
In an earlier post, I advocated that marketers design their marketing launch plans to better serve the sales cycle process. I thought I should provide a few examples about how to achieve that objective.
There are many sales methodologies out there, and every sale situation is different. However, sales cycle processes typically include at least four [...]
Recently, I was lucky enough to have the opportunity to hear Jackie Huba, the author of “Citizen Marketers: When People are the Message”, speak about marketing in the Web 2.0 world. She made many great points, but when she talked about a Participation Strategy, I really took notice. Here are some of her ideas with [...]
Communication is a big part of being a Product Manager, whether you’re attempting to convey the significance of a business pain, the impact of a value proposition, the creative nature of a solution, or the accessibility of information created by a product. In this regard, infographics can be a big help.
As defined by Wikipedia, Information [...]
We are all familiar with Geoffrey Moore’s concept of “Crossing the Chasm,” which applies to new-to-the-world products entering an undefined market. However, little has been written or said about the internal chasm that a new product (along with the product manager) must often cross inside their own company to become successful in a B2B market.
Picture [...]
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