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Competitive intelligence using lost deals

Another idea for PMs who lack permission to do win/loss analysis

Contacting lost accounts

Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.

Marketing on a shoestring: Lunch spot gets prime-time news coverage for $250

Everyone's talking about saving money these days. But how about boosting demand with very little money to spend? Here's a story about a corner lunch spot that has spent about $250 in a month and received a huge amount of free publicity and local...

Socks in awe: Customer interviews vs. User observation

Yesterday's article about primary product requirements generated a great deal of traffic and several interesting and insightful comments. To recap, I was talking about examples of products from every-day life that fail to meet some core use...

Primary product requirements

Some products seem to fail at their primary requirements. What is the primary requirement of your product? Here are a couple of examples from everyday life. I hope these examples help you reflect on the primary use case of your product and how...

Product Managers: Do the opposite!

If the product management surveys are to be believed, most product managers spend very little time doing the things we know that we should be doing, and instead spend all our time managing logistics, and doing detailed work in marketing,...

Keyboard "install" shouldn't be this hard

I just installed a new keyboard. You know, I typed that last sentence fairly quickly and without thinking about what I was saying. I actually used the word "install" to refer to the action of connecting a new keyboard to my computer. Technically...

What's in an icon? Google's Corporate Brand

Have you noticed that Google recently changed its standard icon? Below are the three instances of Google's "favicon.ico" that I am aware of.

Win/Loss Analysis: What to do if you’re not allowed to call customers

Pragmatic Marketing’s 2008 survey revealed that only 20% of its 1100 respondents are personally performing Win/Loss Analysis. We followed up with a straw poll to ask why; Why are you not doing Win/Loss?

How NOT to do Win/Loss Analysis part 1: CRM Reporting

When I first meet the product (marketing) managers in a client engagement, they are often confused about why the CEO, VP Sales, or VP Marketing has hired my firm. The PMs present me with their own Win/Loss Analysis report, and wonder what we are...

What’s the deal with Win/Loss Analysis?

Last week’s poll about Win/Loss Analysis has pointed out some grim facts about us as product managers. To summarize:

Trialware in a virtual world

My Windows world is totally virtual. My company Eigenworks runs mostly Macs, but we have VMWare Fusion Virtual Machines for various purposes. Just the other day, for instance, I needed to do some detailed pipeline analysis for a Win/Loss client, and...

US Election wrap up (I promise, last post)

Well the results are in. I have to say that Obama's acceptance speech was very inspiring. He went well beyond "good positioning", and while listening I felt humbled about my posts earlier that dared to critique his positioning.

On Election Day

As the United States selects its new leader, those of us unable to vote are also holding our breath, waiting for the outcome. What does this have to do with Product Management? My answer: (i) candidate positioning is, after all, positioning, and I ...

Product naming

April Dunford had a good post last week about Product Naming. She summed it up quite well with the three kinds of product names. Back in the day (circa 2000), on of my products was the focus of a corporate rebranding, and we spent a whack of...

Obama / McCain debate: long on features, short on positioning

Like many of you I watched the US Presidential Debate on Tuesday night. The night before that I watched a re-run on YouTube of the first debate last month. What struck me more than anything was that neither candidate seemed to take the lead. It...

Who is doing Win/Loss?

I am writing a series on Win/Loss Analysis, and would be interested to get your input. Please send me a note if you:

If only we had ...

This is personal.

I clicked "Play", mommy

I must share this story with you. It's a tale of two generations, two personae, the best of times, the worst of times. Perhaps two of your users?

Emotional intelligence?

This has nothing to do with anything in product management, but maybe something to do with how well you get along with your co-workers, and your emotional intelligence. I just thought it was cool. Here's a site that allows you to rate your own...

Sales Axiom: Sales is not customer service

Being in sales is an interesting experience. So much of it is about self perception and perception of others. I have worked for my whole career with sales people, and often shook my head at some of the reactionary behavior, but having been in the...

Pragmatic's Steve Johnson: Strategy is over-rated

I caught up today with Steve Johnson, arguably the world's foremost, and most entertaining, educator on Product Management. The interview started off calmly, but somewhat off-message, with Steve talking about how sometimes, tactical activities are...

Facebook Developer Terms: Is there a lawyer in the house?

If I asked you whether you were concerned about privacy on facebook, what would come into your mind? Many people are thinking about personal information, and how that information will be collected and used. I won't wade too deeply into personal...

GeneTree ... are you serious?

A couple of things up front:

Xobni: Cleaning up email

If this product works as advertised, it will help a lot of us. Email has become the unstructured data repository from hell. I read somewhere that up to 80% of corporate data sits in email somewhere. Filing email into folders is fine for some...

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