Publications
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By John Mansour on February 16, 2026
Product Usability and the Thing That Frustrates Your Users Most
If you’re a product manager or product owner, here’s the thing that frustrates your users most. In their words…“do they really know what we do?” You don’t truly understand what your users do – their job! And that lack of understanding shows up front and center in your product usability. There’s a significant difference between understanding […]
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By John Mansour on October 22, 2025
Why Most Product Marketers Never Earn a Seat at the Strategy Table
Let’s cut to the chase. Most product marketing teams today are viewed as little more than sales support – and that perception limits their impact and their career growth. That’s why most never earn a seat at the strategy table. Over the last 15-20 years, product marketing has come full circle. There was a time […]
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By John Mansour on October 8, 2025
Why Most Product Managers Will Top Their Careers Out as Product Owners
Over the last 15 years or so, most product managers have come into the role from engineering or other technical backgrounds. That background brings a lot of strengths — technical understanding, comfort with developers, and the ability to ship quality products efficiently. But it also comes with a hidden career limiter. If your success as […]
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By John Mansour on May 17, 2025
How to Create a Predictable Revenue Plan With Sales In 5 Steps
If you want to create a predictable revenue plan with sales that gives you a more realistic chance of hitting your numbers, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. If you’re in product marketing, you know all too well how this […]
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By John Mansour on May 15, 2025
Jobs To Be Done (JTBD) – The Foundation for Great Presales Demos
There are countless tips and tricks that make for great presales demos. But there’s one foundational tactic that’ll set you up to crush your demos and further amplify the finer tips or tricks you wrap around it. Typical Presales Demo Formats Most presales demos fall into one of two formats. The most common is a […]
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By John Mansour on May 15, 2025
The Definition of Product Management Is Shrinking. It’s Not Good!
The definition of product management has been changing and evolving over the past 10 years and I’m not sure it’s for the better. I make it a regular habit to have conversations with product management directors and VPs. Most of them are not our customers. It keeps me current on the landscape of the product […]
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By John Mansour on May 5, 2025
Product Demos: How to Sell Solutions Versus Products
Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. It’ll make differentiation easier and improve your sales win rates. In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented […]
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By John Mansour on April 30, 2025
Why A Customer Account Roadmap Is Beneficial & How To Create One
The word roadmap usually conjures up thoughts of a product roadmap for people in a technology product company. For customer success managers though, the intent of a customer account roadmap, while similar, is bit more surgical than a product roadmap when it comes to defining success and leading customers to it. Think of the customer […]
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By John Mansour on March 7, 2025
Use This Jobs Dashboard For More Successful Sales Demos
Successful sales demos ultimately come down to showing users how you’re going to make them quantifiably better at their job and doing it in ways that have measurable strategic value to their organization at the executive (buyer) level. But it’s a lot easier said than done. Keeping your would-be users in their comfort zone should […]
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By John Mansour on March 6, 2025
Do This to Make Your Products Easier to Buy
If you want to make your products easier to buy, they have to be easier to sell. The most common mistake product marketers make with product positioning is they do it without regard for their salesforce’s ability to deliver it. Making products easier for the salesforce to sell is the single biggest thing product marketers […]