May 8, 2012 by aarnfeld
As a Product manager or product management team one of your goals is to ensure the sales force for B2B activity fully understand the product, price, position and promotion methods you wish them to initiate and follow through. Without this information, do not be surprised if your sales team deliver signed contracts for services that [...]
Continue ReadingJanuary 9, 2012 by aarnfeld
As Product Managers we are involved in change on a permanent basis and it is a central requirement of our role to act as change agents. We may not be referred to as “change managers” but it is a central aspect of product management to introduce change. The level of change may vary from revolutionary [...]
Continue ReadingJanuary 10, 2010 by aarnfeld
As a customer focussed company you will recognise that customers whether B2B or B2C, are value maximisers. They are looking for the best deal. But the best deal for one buyer is not the same as for another Buyer. The selection criteria are not the same. Some buyers will focus on price along whereas others [...]
Continue ReadingDecember 13, 2009 by aarnfeld
Traditionally the approach from a marketing perspective has been to wait until a prodoct has been produced and then construct a marketing campaign to sell it. This has huge limitations as it pays no heed to the customer requirements and assumes that if a product can be created then it can be sold successfully. While [...]
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