From Product Management to Product Leadership

My Book is Here As someone who has experienced the highs and lows that accompany life as a Product Manager, I am keenly aware of the challenges this important role plays in the technology industry [and so many others]. Where many of the departments in the organization – whether large or small – may choose…

Winning without Sales? Really?

I recently attended a Products That Count presentation given by Shaun Clowes, former head of product [and, later, head of growth] for Atlassian, a company that created very successful software products for developers and others, including JIRA. The essence of the issue he discussed was, “How do you build a $1bn annual revenue business in…

Creating an Acquisition Hook – Product View

As the product leader at a smaller company, whether it be a Venture or Private Equity-backed company, or even one just coming out of stealth, you should always have an eye on creating an acquisition hook. In previous posts, I have discussed the need to manage the whole product. In this blog, we will address…

New Product in a New Market? Use the Customer Maturity Model

There will come a time in your career where you will bring out a new product in a new market space or segment. This blog is not about the new product requirements, or even how to target this new space. I am assuming that you and your team, as professionals, will have done the research…

Won’t Get Fooled Again – A Story of Productization

Won’t Get Fooled Again – A Story of Productization   Once upon a time, I was part of an organization that was selling application performance management tools. Our company was the leading provider of that market category and the product was clearly one of the top technologies in play. Being part of the competitive and…

Secrets of the Partner Series – Technology Partners – Part 1

A sign of a very healthy product (software or hardware) is a robust ecosystem of partners with product integrations.  Just look at all the third-party products for the iPhone (or Surface Pro 4 which I am typing on now).   My first role at VMware was to Product Manage from the Business Units point of view…

Secrets of the Partner Series – Channel Partners – Part 2 – Conflicts

Wayne:   Bill, on our first blog on Channel Partners we covered a lot of ground on this issue, especially on setting up the motivational structure for those channel partners versus our direct sales force.  When we were setting up enablement we had many discussions on curriculum for enablements: what was the 101 course, the 201…

Secrets of the Partner Series – Channel Partners – Part 1

Your manager tells you to take the new product that your organization is developing and take it to 10M in revenue in 1 year.  No sweat you think, we have this great direct sales force of sales specialists who are selling a different product and top notch sales engineering.  Perhaps they can be swayed to…

We Need an Updated Roadmap!

How many times have I heard this?  To a product professional, the product roadmap is a hot topic.  How often should we update it?  Who will do the work aggregating the details from all the Product Managers?  Who has to approve this?  Where is the customer feedback?  What about the field reaction when they don’t get…

Engineering Versus Marketing Versus Product Management Driven Organizations

This blog will be a bit controversial.  Having worked in many organizations across hardware and software and services, I can see the conflict between product management and engineering.   When the balance between these two departments is just right, great products are produced and customers are listened to and are happy with the outcome.  All too…