My experience with Product Management has been one of trying to take the best ideas, and best practices, and applying them to each aspect of my job. It has involved lots of hard work. Yet with those top ideas and hard work, it seems as if it remains just as difficult to achieve results each ...
19Jul 2007
07003 For Your Reference: Cultivating Customer References
Using references to talk to your prospects and endorse your software product can be the most effective way to close a sale and cut the length of the sales cycle. They reassure your prospect that his or her impending decision isn't too risky. For large purchases of business software, references are the equivalent of the ...
29Mar 2007
07002 The Four Phases of Implementation
In today's issue I'm going to write about something that is near and dear to my heart, something that I have found tremendously helpful working with customers to implement new software and working on my own and with teammates to make important things happen. It's a way to understand the psychological stages which you - ...
15Mar 2007
07001 Ten Myths About Software Requirements
Again and again, I see organizations struggle with requirements, that component of making software where the needs and desires for new and changed capabilities are defined and handed to Development to build into the product. The challenges stem from one or more important misconceptions about requirements. These misconceptions in turn prevent the team in various ...