Publications
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By John Mansour on October 26, 2022
Adopting a Customer Value Model & the Culture Change
From a day-to-day execution perspective, the customer value model primarily touches product management, engineering, product marketing, sales and customer success. The culture shift however, absolutely positively starts in the C-suite. Here are the three biggest reasons organizations use a customer value model. What is The Customer Value Model? The customer value model is a simple […]
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By John Mansour on October 26, 2022
Product Management Hierarchy and Job Titles
Whether launching a startup or creating an organization within a growing or mature company, establishing structure within your product management team is required for scale. The best way to start establishing that structure is by understanding the various types of product management roles as well as the hierarchy within the product management discipline. In this […]
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By John Mansour on October 19, 2022
7 Key Metrics & KPIs for Product Managers in a Product-Led Growth Model
Data is crucial for measuring the success of a product or service. Many product managers have been fooled into thinking they need to measure fifty different metrics to find out whether their product is performing well or not. It doesn’t have to be that complicated. Track the following seven metrics and you’ll know how well […]
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By John Mansour on September 13, 2022
The Worst Way to Qualify a Lead: Do a Demo
The higher your price point, the truer this is, and vice-versa. How to Qualify a Lead To qualify a lead, there are two parts to the equation. It usually takes a couple of meetings to get enough information on both fronts to where you’re confident enough to invest time pursuing the opportunity. Here’s the thing. […]
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By John Mansour on September 12, 2022
It’s Time to Make Product Management Simple Again
If you’re in the “make product management simple” camp, there’s good news, and there’s bad news. 15 years ago, the conversations across the product management community were all about awareness, getting people to understand the discipline and its value to an organization. Here’s the good news. Today, product management is well-known and well represented in […]
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By John Mansour on September 6, 2022
Top 5 Reasons Your Product Positioning Falls on Deaf Ears
Think about a time when you met someone new in a social or business situation and you instantly hit it off. The reason you hit it off so quickly is because it didn’t take long to figure out you were both on the same page with whatever you were talking about. If you create your […]
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By John Mansour on August 28, 2022
Product Management and Customer Success, It’s Time to Buddy Up!
Product management and customer success, it’s about time you become best friends! OK, product management. If you’re not already best friends with your customer success team, it’s time to buddy up. It was already trending before the pandemic, but crises have a way of accelerating things, as in the relationship with your existing customers, for […]
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By John Mansour on August 8, 2022
Ideal Ratios: Product Managers to Product Owners to Engineers
It’s the $64,000 question. What’s the ideal ratio of product managers to product owners to engineers? Here’s the short answer. There isn’t a one-size-fits-all ratio. Here’s the other thing. There are numerous surveys that publish ratios based on the responses. DO NOT read anything into these survey results. They’re not good. They’re not bad. They’re […]
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By John Mansour on August 8, 2022
How to Create Your Product Positioning Around “THE BIG WHY”
Let’s say you’re a product marketing manager for a payroll solution. You want to create your product positioning in a way that makes your unique value easy for buyers to understand and even easier for your sales team to articulate. The Typical Approach You could go the typical route and create your product positioning around […]
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By John Mansour on July 27, 2022
Sales Demos: Stop Using This Phrase
When it’s all said and done, it’s your sales team that differentiates you more than anything else in the B2B sales process. Sales demos are your best opportunity to shine because you have the numbers in your favor when presenting to an audience of multiple stakeholders. Some wise person once said, “Customers don’t buy because […]