Managing Products to Deliver Solutions: 25 Best Practices for B2B Product Management

Managing Products to Deliver Solutions: 25 Best Practices for B2B Product Management

by John Mansour

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Product Details

ISBN-13: 9781631927287
Publisher: Bookbaby
Publication date: 04/01/2015
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 76
File size: 669 KB

About the Author

John Mansour is the founder and managing partner of Proficientz, Inc., a training and consulting firm that specializes in B2B Product Management, Product Marketing and Sales Enablement. John has more than 25 years experience in high technology product management, product marketing, marketing communications and sales in B2B organizations ranging from start-ups to Fortune 1000. Prior to those roles, John had extensive operations management experience in B2B software companies, healthcare administration and retail distribution. As the managing partner of Proficientz, John has worked with more than 2000 organizations that span high technology, business services, telecom, healthcare, financial services, manufacturing and many others. John served as the chairman for the Technology Association of Georgia's Product Management Society from 2006 – 2010 and has been a regular keynote speaker at product management conferences and association meetings since 2001.

Table of Contents

Section I A Wider Lens Is Required to Uncover the Needs of a Business

1 Create a Customer-Focused Mission To Drive Product Management 1

2 Uncover Top-Down Market Needs Instead of Solving Bottom-Up Market Problems 3

3 Three Guiding Principles to Innovation 6

4 Segment Markets to Establish Clarity 8

5 Five Questions That Keep Product, Marketing and Sales In Step With the Market (and Each Other) 10

6 Prioritizing Your Top Opportunities Without Product-Tinted Glasses 12

7 Using Conversation Instead of Presentation to Improve Sales Discovery 14

8 Consumer Product Warning! For Inspiration Only 16

9 The X-Factor in Creating Stickier Products: Your Customer's Customers 18

10 Getting the Most Out of Customer Interviews: Start High & Work Your Way Down 20

Section II Businesses Value Solutions More than Products

11 Why Non-Product Dialogues Are More Powerful When Answering Product Questions 25

12 Creating Business Cases That Pack a Stronger Punch 27

13 Making Competitive Comparisons More Actionable 29

14 Positioning: Say It Like Your Customers Would 31

15 Rating Your Solutions Maturity on a 3-Point Scale: Pimply Adolescent or Polished Executive? 33

16 Using Product Roadmaps to Educate. Features Are Optional 35

17 Creating Stronger ROIs For New Product Ideas 37

18 Walk (Through Business Processes) Before You Run (With Product Design) 39

19 Your Products Are Irrelevant, Until… 41

20 Using Agile Development Techniques to Improve Marketing & Sales 43

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Managing Products to Deliver Solutions: 25 Best Practices for B2B Product Management 4 out of 5 based on 0 ratings. 1 reviews.
ReadersFavorite1 More than 1 year ago
Reviewed by Roy T. James for Readers' Favorite Managing Products to Deliver Solutions: 25 Best Practices for B2B Product Management by John Mansour is a complete discussion of the nature of B2B and the recommended approach to ensure success. It starts with definitions, and mentions the need to have unique solutions for B2B, also how it has to be different from B2C. The book explains how and why in B2B we look for highly valued solutions compared to building great products. Thereafter, the discussion pertains to the things that make B2B unique, along with familiarization with the best practices for B2B product management – a twenty-five point action plan. The author concludes with a dictum - in B2B, every product should be created with the intention of delivering a solution to a much broader need than the product itself. Managing Products to Deliver Solutions: 25 Best Practices for B2B Product Management by John Mansour is a good, rather abstract debate on B2B. It clarified many of the questions I had on B2B and its application. There is potential for further development and new terms like ‘prosumer’ or ‘prosumerization’ are already in circulation. With this field of business poised for greater growth in the coming years, books like this can contribute by making our concepts clearer. The topics discussed here will be of great help in altering the business plan and strategy to one that is not focused on a singular product or market or both. Defining the differences and the resources required for either (based on B2B, B2C differences) might introduce necessary corrections. This is a good book and an easy guide.