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Planning, Analysis & Strategy
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Planning, Analysis & Strategy

Anatomy of a Great Product Manager

By Karthik Yajurvedi

Abstract: World-class products don’t appear out of thin air. They are conscious, deliberate creations to fulfill customers’ unmet needs built with a tight and effective collaboration inside the product organization. This article sheds light on some of the key attributes of a great product manager who is accountable for the success of the product.

Innovation for Products and Services

By Karthik Yajurvedi

Abstract: Innovation, a very common word these days comes up in conversations in organizations and institutions. It is important to understand the true spirit behind the buzzword, why it is essential to embrace it and how it needs to be embedded into the fabric of the organization. Service product companies quite different from the pure product companies are increasingly finding new ways of fostering innovation.

BPMA Gala Has the Magic Fit

By Bruce McCarthy

Abstract: The Boston Product Management Association (BPMA) 2014 Gala event on January 16th was the perfect fit for the group of about 100 product professionals. Read about Jeff Bussgang’s interactive talk, the past, present and future of the BPMA, and the magic marketing science. Then weigh into the ongoing conversation with Jeff and ask your burning how and why questions.

Some Background Information for the September Event: The Power of Adjacency

By Tench Forbes

Abstract: This post provides some background information about the BPMA September Event: The Power Of Adjacency: Growth Strategies In Your Backyard. Presenter Mark Carr, Managing Partner, South Street Strategy Group, will provide insights into how to Identify and exploit new opportunities for growth in adjacent (related) markets.

Creating Strategic Roadmaps that Energize Executives - May 2013 Practitioner's Workshop Q&A

By Tench Forbes

This post contains Q&A with John Mansour, managing director of BPMA sponosr, Proficientz, which summarizes the discussions during his workshop on creating Creating Strategic Roadmaps that Energize Executives conducted during the May 9, 2013 Practitioners Workshop.

How to Sell Your Roadmap Without Selling Your Soul

By Tench Forbes

Mark Suster, in the subject article from the Both Sides of the Table website describes a process whereby a start-up company can share and manage roadmap details with a small group of key "platinum” customers. Basically, these customers are offered special access to the start-up’s technical development process in return for concessions, including schedule and price.

Transform Your Organization by Creating Compelling Value Propositions – April Workshop Q&A

By Tench Forbes

This post contains Q&A with Neil Baron, managing director of Baron Strategic Partners, which summarizes the discussions during his workshop on creating compelling value propositions conducted on the April 12, 2013 .There are several video links showing the workshop, and some of the concepts discussed.

Win/Loss Analysis: Not Just For Salespeople Anymore

By Steve Johnson

Win/Loss analysis is much more than a review of sales reports and tally of results. It’s a fundamental research method that product managers can and must use to incorporate market facts into their product creation, marketing programs, and sales enablement. The slides from Steve Johnson’s Oct 2012 presentation to the BPMA outline the research methods that provide the best insights, the buyers in the complex sale whose views you should consider, and the 10 questions product managers should ask in conversations with current customers, recent defectors, and non-renewals.

How LoJack's New Product Saved Faye Jones

By Neil Baron

Lojack is an acknowledged technology leader, with well established skills selling and marketing to the auto industry. However Lojack encountered significant hurdles when it introduced into the medical device market a bracelet designed for locating missing persons with Alzheimer's, autism or other cognitive impairments. In this fascinating case study, Neil Baron shares methods he used to help Lojack overcome obstacles and accelerate market adoption for its new product line.

The SaaS Customer Lifecycle: Seven Pitfalls

By Paul Ressler & Jim Naro

Successful SaaS providers know that selling to the right people and nurturing long-term relationships is one of the keys to profitability. A trial-and-demo approach can be easy and cost-effective, but may lead to acquiring customers who provide fewer up-selling and cross-selling opportunities and are more prone to customer churn. This article exposes common pitfalls that licensed software vendors fall into when move to SaaS and skip essential conversations about customer's business needs and objectives.

You Can't Innovate Like Apple

By Alain Breillatt

When what you teach and develop every day has the title "Innovation" attached to it, you reach a point where you tire of hearing about Apple. Without question, nearly everyone believes the equation Apple = Innovation is a fundamental truth. Discover what makes them different in this insightful article published by Pragmatic Marketing.

Minimize Switching Costs to Maximize Value

By Jeff Lash

Posted on April 28, 2010

Writing a business case? Trying to estimate the market share your company’s new product will realize? Too often, product managers underestimate the reality of switching costs. In this insightful article, Jeff Lash outlines often-overlooked switching costs and provides guidance for identifying potential barriers to product adoption and ideas for overcoming the obstacles.

Five Steps to Map your Competitive Differentiation

Published on Isurus Market Research and Consulting Website

How do you define and measure competitive differentiation? The answer can mean the difference between winning accounts or failing to gain market attention. In this article, Isurus Market Research outlines a systematic approach to help you consider a combination of attributes rather than focusing on one trait.

Educating Your Sales Force for a Successful Product Launch

By Alan Houser

Transferring knowledge from Product Management and Development to Sales is critical to a successful launch. How do you win the hearts and minds of the sales force? In this idea-filled article, a panel of product and market strategists exchanged best practices, tips and techniques.

I Did Everything Right, but why...

By Deepthi Bathina

Published 1 December 2010 in

Prepping to present a business plan to key stakeholders? Don’t skip the ‘meeting before the meeting’, or you might find your initiative shot full of holes. Deepthi Bathina, author of 360° Biz Blog, shares her hard-won lessons plus excellent templates for detailed or short-version business plan.

Looking Around the Corner at the Future

By Christine Crandell

"Chessboarding" and "Forward Viewing" are powerful market intelligence tools, which can enable a company to anticipate where its markets and competitors are headed and to prepare itself accordingly. In this article, Christine Crandell, eVP and CMO of Egenera, Inc. explains how to apply these techniques to become profitable faster, make better decisions and operate at lower costs.

Book Review: Take Charge Product Management

By Steve Starke

Greg Geracie has written a book intended to help product managers understand the discipline of product management and guide them, step by step, through the process of becoming product leaders. What I liked about this book was that it was not written in a reference format. Instead it was written through the eyes of an engaging fictitious product manager, Sean Knight. It was very easy to relate to the character and follow the journey that Sean was on. Although Sean is a fictitious character, it was clear that Sean's experiences were based upon the author's real-life experiences. As a result the author's guidance is tangible and directly applicable to the corporate world and not based on theory.

Buyer Personas: Where (and How!) to Start

By Jeremy Victor

Earlier this year, I wrote a post, Humanize Your Marketing With Buyer Personas, because of what I feel is lacking in a lot of B2B marketing today. That is content – read marketing material of any kind – that is created and crafted in a way that is makes a personal connection and demonstrates a real life understanding of the people to whom the company is trying to market.

Convergence of Product and Portfolio Management

By John Mansour

It's not that Product Management 1.0 principles are wrong. They're just not working as well as they used to. Why? The market landscape is significantly different than it was years ago when formalized product management was much younger. If the product management function is to be influential going forward, the basic principles need to be applied more from a portfolio perspective than a product perspective.

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