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New White Paper: Creating a Market-Driven Organization From the Top Down
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by John Mansour |08.16.2010
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The Strategic Side of Product Marketing
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by John Mansour |07.22.2010

There’s a faction of product marketing professionals who’ve long felt like the "sales-tools-on-demand" department, much to their dismay. It’s a tough predicament to get out of though when product marketing teams are structured entirely along product lines. A slight shift in alignment can transform a product marketing team into a strategic asset that’s exponentially more valuable to the company overall, not to mention the benefits it brings to product management, marketing and sales.

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The Maturation of High-Tech Product Management & Marketing - Time For a New Approach?
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by John Mansour |06.29.2010
High technology companies today bear little if any resemblance to those of the early and mid 90’s, yet the industry is largely practicing product management and product marketing the same as it did 15-20 years ago. Is it time for a new approach? 4 Comments
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Using Requirements to Improve Sales, Marketing & Customer Success Rates
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by John Mansour |05.26.2010
The term requirements too often evoke thoughts of detailed product requirements in any type of product or technology company. But a different perspective reveals layers of requirements that can be used to transfer knowledge to the front lines of the organization to improve the proficiency of sales, marketing, client services and tech support and ultimately drive more revenue and higher customer success rates. No Comments
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Techniques for Uncovering Market & Customer Needs
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by John Mansour |05.18.2010
It's easy to get caught in the reactive trap of developing products,features or services customers ask for without first understanding thereal need.No Comments
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Product Enhancement ROI - There's Got to be a Better Way
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by John Mansour |04.22.2010

The intention is good – invest in features that yield the greatest return. But calculating a feature based ROI can be guesswork or subjective at best. Throw in other classifications that attempt to assign value or priority to product enhancements such as market growth features, competitive, customer satisfaction, contractual commitment, etc. and this exercise can turn into something so convoluted it’s not worth the hassle. Worse yet, it’s often difficult to make a direct connection to revenue or market share after new enhancements are released to market.

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Aligning Products, Sales and Marketing - Overcoming the Single Biggest Challenge
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by John Mansour |03.25.2010

The holy grail of corporate focus is the alignment of product direction, sales, marketing and operations to a common set of priorities that put the collective weight of the company behind a few top-priority initiatives with the highest payback for the organization as a whole.

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Product Management - The Conscience of Every Product Company
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by John Mansour |02.18.2010

It’s not a dirty job, but someone has to do it!

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The #1 Reason Sales Cycles Stall After a Demo
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by John Mansour |02.18.2010
The short answer is most product companies don't understand the "real reasons" buyers are evaluating their products. No Comments
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Top 3 Culprits of Under-Performing Products
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by John Mansour |02.03.2010
Any number of factors can contribute to under-performing products, but the root causes are usually tied to a combination of the following three issues: 
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