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Tag: Product Management

Home Posts Tagged "Product Management"

Is Win/Loss Analysis Too Sensitive To Share?

Matt ParkUncategorizedHow To, Leadership, Product Management, Sales, Win/Loss AnalysisApril 4, 2018

After a month of interviews, analysis, data slicing, and late nights, your win/loss analysis is ready for release. You send it out with a solemn hope that your keen insights have shaped a report worth reading – but within three…

Dear Alan: 15 minute interview guide for Win/Loss Analysis?

alanUncategorizedProduct Management, Win/Loss AnalysisSeptember 14, 2011

I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I’d share some of that exchange with you, dear readers.

The Main Thing is Keeping the Main Thing the Main Thing, Part 2

alanUncategorizedProduct ManagementJune 29, 2011

A good friend and colleague of mine, Michael Papanek, once implored me to “keep the main thing”. In fact,

How can Win/Loss Analysis help you find untapped markets?

alanUncategorizedHow To, Product Management, Win/Loss AnalysisMay 25, 2011

This week had a very smart CEO pose a great question to me: What are we missing in terms of opportunities where we arent even considered? Frankly I worry (like all paranoid startup CEOs) that this may be the biggest…

Leaders don’t make excuses: Crossing the Rubicon of Product Leadership

alanUncategorizedLeadership, Product ManagementMay 11, 2011

This week some titillating stories were published about Apple’s internal culture. Among the news: Apple has hired a pair of ivy-league biz profs to codify its internal processes, leadership, and management culture. The case studies will be used to promulgate…

Win/Loss Analysis MUST include wins (success stories don’t count)

alanUncategorizedDifferentiation, Positioning, Product Management, Product Marketing, Win/Loss AnalysisMay 4, 2011

If you want to improve your win rates in the market, it is important that you study wins, and not just losses.

A Tale of Differentiation: The Discounter vs. The Price Leader

alanUncategorizedDifferentiation, Enterprise Software, Positioning, Product Management, Product Marketing, SaaS/Cloud, Sales, Win/Loss AnalysisApril 6, 2011

On Monday I met with two companies with very different approaches to price and margin. One company’s sales team said: “one of our strengths is that we are so flexible on price.” They view it as a differentiator that they…

Unsticking the stuck deal

alanUncategorizedEnterprise Software, Product Management, Product Marketing, Sales, Win/Loss AnalysisMarch 30, 2011

By Alan Armstrong Have you ever heard this story before?

10,000 Hours of Product Management

alanUncategorizedLeadership, Product ManagementFebruary 23, 2011

Have you readOutliersby Malcom Gladwell? It takes a lot of thinking about success and turns the thinking upside down. It’s a quick and easy read, but I found it quite thought provoking and it’s full of great stories.

Forethought or Afterthought? Use Design to Increase Differentiation

alanUncategorizedProduct ManagementJanuary 9, 2011

Design has the ability to differentiate your company and your product, yet few of you are investing in real design. If I were starting a software company, I would start there with design first, then marketing. (Last year I interviewed…

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