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ProductCamp Austin was our Woodstock. Can we morph from Folkfest to Rock Spectacle?

Guest Post: There's no such thing as MEDIUM

NOTE: The following is a guest post by Tzvika Barenholz, a Product Manager living and working in Israel. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Screw the Sales Process. Study the Buying Process

We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.

PCamp Austin: Please weigh in with questions and suggestions

Hi everyone: I will be attending and hopefully presenting at PCamp Austin this weekend, and I would love to get input from our readers about specific questions on the topics I have proposed.

Steve Johnson on Win/Loss, Ivan Chalif's Digest, and Alan's musings about the discipline of PM

Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn't agree more.

Games executives play: Guess what's in the envelope

Some of you will be too young to remember Johnny Carson playing Carnac the Magnificent. But I am guessing you've seen this game before. On the Carson show, Johnny would hold an envelope to his head, pretend to intuit a phrase, then open the...

Your CV is a sales document, not a feature sheet

Last weekend my nephew Josh asked me to take a look at his résumé. He's only 17 years old, so how hard could it be? Provide his name, address, phone number, and job history, right?

pCampNYC: Kudos, controversy, and ideas for future pCamps

Well I have half recovered from PCampNYC. In a sentence: 8am start, an energizing day of meeting, interacting, presenting,facilitating, and ... yes, eating. I give huge kidos to the event organizers, especially for the following heroic...

The main thing is keeping the main thing the main thing

A mentor of mine used to repeat this line fairly often to me: The main thing is keeping the main thing the main thing. The quote comes originally from Stephen Covey.

(How) do you measure customer satisfaction?

Dear Readers,

New Ideas: Are we masturbating here?

I haven't cleared this topic with my co-bloggers, so please let me say up-front: I take full responsibility for this post. - Alan Armstrong

Who's in charge of price? (Hint: It's the person who speaks with the buyer.)

Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...

How to get a lost account to speak with you

One of the most difficult things in Win/Loss Analysis is getting someone from a lost account to speak with you. Why would they spend the time, and why would they reveal anything to you? Once an evaluator rules you out, they have absolutely no...

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?

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...

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