By Alan Armstrong This just in: Product Management guru Steve Johnson has left his post at Win/Loss Analysis company Primary Intelligence, and founded a new company called “Under 10 Templates“. Most [ … ]
Dear Alan: 15 minute interview guide for Win/Loss Analysis?
I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I’d share some of that exchange [ … ]
Does sales really “own” the customer relationship?
I hear this all the time: “Sales owns the customer relationship.” Not true, folks. If it is true at your company, you’ve got a problem. I’m not dumping on sales [ … ]
Buyer Relationships: I do not think it means what you think it means
Tweet this: @AWArmstrong: Buyer Relationships: I do not think it means what you think it means http://bit.ly/ocLWXl #sales #marketing #prodmgmt In the movie the “Princess Bride”, the character Vizzini continually [ … ]
The main thing is keeping the main thing the main thing, Part 2
A good friend and colleague of mine, Michael Papanek, once implored me to “keep the main thing”. In fact, The main thing is keeping the main thing the main thing [ … ]
Positioning beyond the product: Think relationship
When I say “positioning”, what do you think of? Although tech companies have moved beyond marketing features and functions, many of them still talk mostly about the product. I spend [ … ]
How can Win/Loss Analysis help you find untapped markets?
By Alan Armstrong This week had a very smart CEO pose a great question to me: What are we missing in terms of opportunities where we aren’t even considered? Frankly [ … ]
The Factory vs. The Lab: Leaders know which is which, and mistakes are costly
BY ALAN ARMSTRONG Teams requires both a laboratory, to innovate and design, and a factory, to build and deliver. Unfortunately teams, companies, and individuals spend too much time in the [ … ]
Leaders don’t make excuses: Crossing the Rubicon of Product Leadership
This week some titillating stories were published about Apple’s internal culture. Among the news: Apple has hired a pair of ivy-league biz profs to codify its internal processes, leadership, and management culture. [ … ]
Win/Loss Analysis MUST include wins (success stories don’t count)
BY ALAN ARMSTRONG If you want to improve your win rates in the market, it is important that you study wins, and not just losses. Many well intentioned leaders hear “Win/Loss [ … ]