Publications
-
By John Mansour on January 2, 2022
Market Driven Products vs. Market Driven Product Companies: Three Differences!
There are three key differences between market driven products and market driven product companies. Market-driven products, if taken literally, could result in multiple product silos with competing goals and contention over resources. Market-driven product companies adopt a “whole is greater than the sum of the parts” approach. They leverage their entire portfolio to create higher value multi-product […]
-
By John Mansour on December 17, 2021
Product Manager Roles and Responsibilities
The product manager roles and responsibilities are centered on two key parameters in a B2B environment. Given that the product manager role runs the gamut from one organization to another, this product manager job description is written in the broader context of the B2B product management function versus the individual contributor. Product Manager Job Description The B2B […]
-
By John Mansour on December 15, 2021
Great Product Demos: More Presenter Than Product?
Great product demos are highly subjective, but there are a few basics that will net a good result. Product demos are the biggest speed bump in the early part of the sales process. Nail the demo and the waters you’ll navigate to close the deal will be smoother sailing (in relative terms). One of the […]
-
By John Mansour on December 1, 2021
A Successful Product Rollout: The Key to a Killer Marketing Launch
A product rollout is mostly tactical in nature and is focused primarily on internal readiness — your ability to successfully market, sell, implement and support a new product. A product launch is the execution of a marketing communications plan designed to call the markets attention to your value proposition. A successful rollout is the key […]
-
By John Mansour on November 3, 2021
The Solutions Manager Role In Its Purest Form. Consider It!
The solutions manager role in its purest form mirrors one or more vertical industries and/or customer business functions. It feeds product management, product marketing, sales and customer success teams, and has no intended alignment to any products. Its mission is to deliver pure, unbiased customer business requirements to all customer-facing functions, especially product management, product […]
-
By John Mansour on October 14, 2021
Product Feature ROI – A Fool’s Errand?
If you’ve ever been asked to produce a product feature ROI, you know what a mind numbing exercise it is. In most cases it’s a fool’s errand. Here’s the deal: most products and features are usually integrated and target the same markets and same customers. If that’s the case, think about how much additional revenue […]
-
By John Mansour on October 5, 2021
Product vs Solution: The Key Difference
The difference between product vs solution is the simple difference between what you do and what your customers want to accomplish. You build products and features. Your customers want to get better at admitting patients, doing legal research, running payroll, designing clothing, taking customer orders, inventorying a warehouse, etc. If you want to define the difference […]
-
By John Mansour on September 13, 2021
The #1 Reason the Sales Process Stalls After a Demo
The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. It comes down to THE BIG WHY that’s driving the buying decision. The big why refers to something much higher in the customer organization that’s driving the buying decision, […]
-
By John Mansour on September 1, 2021
Business Problem Definition – Why Problem Based Business Requirements Are a Big Problem!
All great products start with a well-defined need. But a lot of products miss the mark because they start and end with a business problem definition. That’s why problem based business requirements are a big problem. A problem doesn’t occur until someone is doing something and encounters one or more obstacles (problems) that prevent them […]
-
By John Mansour on August 27, 2021
Product Positioning vs Market Positioning: What’s the Difference?
Have you ever asked yourself, What the biggest difference is between product positioning vs market positioning? In its simplest form, it’s the target audience and the scope of what you’re positioning. The ideal positioning structure makes your value easy to articulate regardless of whether you’re starting from the top down or bottom up. Product Positioning Product positioning […]