By Saeed Khan I was at ProductCamp Boston this past weekend. While it was a beautiful, sunny Saturday outside, about 300 product people decided to spend the better part of the day [ … ]
Category: Win/Loss Analysis
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 [ … ]
How to achieve, lose, regain and maintain Product/Channel fit
by Saeed Khan In my post – Your most important customer is your sales channel – I wrote about the challenges, particularly in multi-product companies, of ensuring your sales channels [ … ]
The Product Management Retrospective
You’ve just introduced your latest product release, introduced a new product or capability or launched the product. Now What? What about a retrospective? While product management and product marketing professionals [ … ]
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 [ … ]
Why and How to Hold a Mid-Year Product Review
by Saeed Khan I recently wrote a series of articles on metrics to help track product success. The base article can be found here – A Model and Metrics for [ … ]
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 [ … ]
Product Metrics for Product Success
by Saeed Khan Last week, I discussed Go-to-Market and Organizational Metrics. This week I’m going to discuss Product metrics. And while the title of this post sounds somewhat repetitive, as [ … ]
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 [ … ]