Welcome to Product Management Challenges!
Welcome to real-world advice for software product management! Subscribers have access to a treasure trove of over 100 articles covering the full range of topics that a product manager must master. Start your paid subscription to this unmatched content by clicking Subscribe to the right, under Log In.
Recent Articles
05008 At Each Other’s Throat: Handling the Competition
April 26, 2005
For any of you who have been closely involved in a sale where your product was competing directly against another product, you know that selling against a competitor is tough. Product Managers, as part of supporting the sales force, need to provide guidance and support in selling against the competition.
But there is no formal body of knowledge, nothing that you can study in a college course, on how to provide backup to the sales reps. Instead, you have probably encountered a confusing mix of vague and conflicting maxims, truisms, and opinions, scattered in various books and seminars on selling and from coworkers.
The broad range of opinions you hear may not help you narrow down just what to do to back your product in a competitive situation. Read on below for some things to consider as you determine how to keep your sales force strong and confident during the sale and make the competition break into a sweat.
(more…)
05007 Guest Article: How to Write a Case Study
April 15, 2005
I’d like to showcase an entertaining and useful article that recently appeared in the newsletter from the Boston Product Management Association (BPMA). It is written by Mike Urbonas, Contributing Editor for the BPMA newsletter and can also be found online at www.bostonproducts.org. I encourage you to take a look at the site and some of the content available there.
The article is called How to Write a Case Study (Without “Putting Your Eye Out”). Read on for a helpful article about writing a case study.
(more…)
Recent Discussions