Lisa Singer
VP, Research Director
Author Insights
Blog
Being A Great Product Leader: The Keys To Supporting And Nurturing Your Product Team
Learn three best practices for putting the product management ecosystem into action in this B2B Summit North America session preview.
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Product Management Leaders Should Make 2022 The Year Of Customer Value
There will be KPIs to achieve and roadmap goals to hit, but customer-centric approaches will be critical to product management leaders' success.
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Too Cool For School? Try These Four Tips For Effective Product Manager Upskilling
Many of the product management leaders we speak to say improving their team’s competencies is a key priority. Learn the training approaches that can yield the best results.
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Product Management Leadership For This New Era
Discover three key ways product leaders can use customer input and feedback to drive growth in the coming year.
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Four Ways Product Management Can Be Prepared for the Next Stage of the COVID-19 Pandemic
- Product management leaders will need to lead planning for future offering investment in this environment of uncertainty
- With many unknowns regarding the easing of social restrictions, government assistance, and new measures to control future outbreaks, customer needs and business opportunities are continually in flux
- Four actions can help product leaders ensure investments are addressing current and impending needs
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Five Pricing and Packaging Steps for Selling in the Age of Pandemic
- Customers still must solve many standard problems in age of the COVID-19 pandemic, but also face new complexities such as economic uncertainty and a remote workforce
- Organizations must update their offerings’ packaging and pricing to address new needs that have surfaced as a result of the virus and to help lower costs for buyers and sellers
- Organizations must consider more flexibility around their products and packaging offerings that can help those who feel the most impact from COVID-19
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Should You Make Your Prices Public on Your Website?
- B2B customers are increasingly expecting consumer-like experiences, such as immediate access to a product’s pricing clearly stated on an organization’s website
- There is a strong argument for publishing prices, as such transparency can often accelerate the sales process and increase sales productivity
- Organizations should consider six elements when determining whether or not to publish prices
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Strategies Product Management Leaders Use to Drive Success
- Product management leaders often ask what actions they can take to promote high-performance in their product management functions
- Among other goals, product management leaders are seeking to drive greater product success by achieving revenue goals
- SiriusDecisions has identified key actions most correlated with the achievement of product success
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How to Develop Your Value-Based Pricing Strategy
- Due to its potential to maximize revenue and profit, value-based pricing has become an increasingly popular pricing approach
- However, organizations often are confused about what to consider when developing a value-based pricing strategy
- There are five key elements to consider when seeking product, marketing and sales alignment on the value-based pricing strategy for an offering
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Six Changes Product Managers Must Consider When Pricing a SaaS Product
- Many B2B software offerings are evolving from on-premises to software as a service (SaaS), enabling the low cost of entry, upgradability and scalability that buyers seek
- The increased importance of customer retention and lifetime value in a subscription model means pricing and packaging must be more value focused and responsive than ever
- With these metrics in mind, suppliers moving from an on-premises to a SaaS offering should consider six areas when pricing and packaging the product
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Value-Based Pricing: What Is It? What Are the Benefits? How Do I Get Started?
- According to SiriusDecisions Command Center® data, most B2B organizations continue to use cost-plus or competitive pricing for their offerings
- There is still some confusion about what value-based pricing is, what it involves and its potential benefits – leading to some reticence from product managers
- Organizations that identify opportunities to implement value-based pricing can increase the potential for revenue and profit growth, and gain valuable insights into how they can drive more buyer value in the future
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Three Ways to Kick-Start Your Product Sunsetting Engine
- High-performing organizations are significantly more diligent than their competitors about retiring products
- Organizations that fail to rationalize their portfolio often have less satisfied customers and can show slower growth
- Developing a consistent approach to product lifecycle decisionmaking and retirement planning allows for decreased risk and increased customer satisfaction
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Don’t Wait Until Product Launch to Price Your Product!
- Many B2B product managers don’t price their products until right before launch
- SiriusDecisions’ research shows that considering product price early in development more often leads to higher-value products
- Soliciting buyer input into the price metric and price levels helps product managers build a more realistic business case
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What “The Boss” Has Taught Me About Product Investment Decisionmaking
- Organizations should consider very specific criteria when deciding among product investment choices
- Leadership teams often struggle to develop criteria for assessing and comparing new product investment and upgrade opportunities
- Here are some suggestions to get started, based on the SiriusDecisions Offering Investment Scorecard
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Moving to a SaaS Business Model: What to Expect, Where to Focus
- Moving from an on-premise model to a software-as-a-service (SaaS) offering is increasingly common among software companies
- Product management leaders must consider several additional challenges when planning the move to a SaaS business
- Opt for a value metric that ensures your business will grow as the client grows and becomes more successful
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What Is Product Management, Anyway?
- Summit 2016 featured SiriusDecisions’ first-ever Product Leadership Exchange
- Product leaders agreed that product management needs to become more strategic and less tactical
- There is confusion within organizations about the roles of product management and product marketing
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Maximize the Value of Your Product Portfolio Through Smarter Investment Spending
- Innovative new offerings that help customers increase revenue and efficiency are required to drive business growth
- Don’t spread your resources too thin, like peanut butter on toast – concentrate resources on a select few best bets
- Don’t invest in innovations all over the map just to see what sticks – tie investments to strategy
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How to Develop a Product Strategy or Business Case
- SiriusDecisions’ product management advisory services helps our clients develop strategic product plans or business cases
- A product strategy must articulate the links between the product’s success and the business objectives of the organization
- For those with a portfolio of offerings, product plans should reveal how the offering fits with the current and future portfolio
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The Five Essentials of Strategic Product Management
- In product management, strategy is not a “one and done” deliverable
- Many clients of our product management advisory service are struggling to identify and train on the right strategic behaviors
- To help enforce strategic behaviors, here are five questions strategic product leaders should ask their colleagues and themselves
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Price: Not the Most Important Driver of B2B Buying Decisions
- While many of us were taught that lower prices could ensure more business, this is not at all true for B2B buyers
- In our 2015 buying study, 8 percent said price is the main driver of their decision to select a specific vendor for a new offering
- Here are three conclusions and three key actions to take based on our 2015 buying study
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