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© 2011-2014 280 Group LLC.
Business Strategy
Becoming a Strategic PM
20140815
© 2011-2014 280 Group
LLC. 2
We help companies and
individuals do GREAT Product
Management and Product
Marketing using our Optimal
Product Process™ framework.
Mission
280 Group Overview
© 2011-2014 280 Group
LLC. 3
Individual PM/PMM Growth Path
Interested in PM
Brand New PM
Product Manager
(1-5 Years)
Senior Product
Manager (5+ Years)
PM Executives
and Managers
Intro to PM™
Optimal Product
Management and
Product Marketing™
Optimal Product
Management and
Product Marketing™
Optimal Product
Management and
Product Marketing™
Optimal Product
Management and
Product Marketing™
Agile Excellence
for PMs and PO’s™
Agile Excellence
for PMs and PO’s™
People Skills for
Product Managers™
People Skills for
Product Managers™
Certified PM Prep
Course and Exam™
Certified PMM Prep
Course and Exam™
Leadership for
Product Managers™
Leadership for
Product Managers™
Leadership for
Product Managers™
Certificate of Completion
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
WSFuchsia
#993366
Advanced AIPMM
Worldwide Standard
Certification Credential
Also Available as Self-
Study Online Courses
TRAINING
COURSES
© 2011-2014 280 Group
LLC. 4
Individual PM/PMM Growth Path (con’t)
Interested in PM
Brand New PM
Product Manager
(1-5 Years)
Senior Product
Manager (5+ Years)
PM Executives
and Managers
TEMPLATES PM Office™ PM Office™ PM Office™ PM Office™
BOOKS 280 Group Press Series 280 Group Press Series 280 Group Press Series 280 Group Press Series
COACHING Individual Coaching Individual Coaching Individual Coaching Individual Coaching
INDIVIDUAL
ASSESSMENTS
Individual Assessment Individual Assessment Individual Assessment Individual Assessment
CORPORATE
ASSESSMENT
Group or Company-
Wide Assessment
CONSULTING Help with Projects Help with Projects Help with Projects Help with Projects
CONTRACTORS
Interim Product
Managers
Interim Product
Managers
Interim Product
Managers
Interim Product
Managers
Just released - Product Management for
Dummies!
© 2011-2014 280 Group
LLC. 5
• Optimal Product Process™
• Complete Solution
• Customized for You
• Result: Fully Optimized
Product Management
Uniquely Qualified to Help Your Company
280 Group Overview
© 2011-2014 280 Group
LLC. 6
Tactical Reaction vs. Strategic Plans
• No one in charge driving strategy
• Day to day fire drills consume employees’ time
• Gives competitors opportunities
• Leaves money on the table
Critical Importance of PM
© 2011-2014 280 Group
LLC. 7
• Product Managers = Product
Leaders
• Engineers built what customers
really need
• Development cycles were shorter
• Shipped on time and within budget
• Sales excited to sell products
• Products delighted customers
• Profits and market share increased
What If…
Product Success or Failure
People
ProcessTools
Pillars of Great
Product Management
What would this
be worth to you
and your
company?
© 2011-2014 280 Group
LLC. 8
• Critical to understand strategic
context before taking action
• Definition: High level plan to
achieve one or more goals under
conditions of uncertainty
– Not operational effectiveness,
although necessary
• Implementation: Creating unique
and valuable position
– Involving different sets of activities
What is Strategy?
Sources:http://en.wikipedia.org/wiki/Strategy,“Whatis Strategy”Porter,M (1996,Nov-Dec)Harvard BusinessReview
What is Strategy?
“It's a dangerous
business, Frodo, going
out your door. You step
onto the road, and if you
don't keep your feet,
there's no knowing where
you might be swept off
to.”
J.R.R. Tolkien,
The Lord of the Rings
© 2011-2014 280 Group
LLC. 9
Business Strategies
• Inherited by Product Manager
Market Strategies
• Influenced by Product Manager
Product Strategies
• Managed by Product Manager
Context of Different Strategies
What is Strategy?
© 2011-2014 280 Group
LLC. 10
Resources
ObjectivesOpportunities
Strategic Management
What is Strategy?
Develop and maintain
strategic fit between
organization’s objectives,
resources and its changing
market opportunities
Make tradeoffs and chose
what not to do.
© 2011-2014 280 Group
LLC. 11
• Choose appropriate Strategic Analysis Tool(s)
– PEST(EL)
– Porter’s 5 Forces
– Porter’s Generic Strategies
– SWOT
• Formulate appropriate strategies
– Ansoff Growth Matrix
– SWOT
– Kotler’s Strategies
• Create Tactical actions to support Strategy
• Use Strategic and Tactical objectives to check progress
– Objectives should be both tangible and intangible
Process of Strategy Analysis and Formulation
Analysis and Formulation Tools
© 2011-2014 280 Group
LLC. 12
• Provide clarity and perspective
• Over-simplify situation
• Always be asking
– Does this tool help me to make
better decisions?
– Does this tool waste my time?
Perspective on Tools and Models
© 2011-2014 280 Group
LLC. 13
• Political
• Economic
• Social
• Technological
• Environmental
• Legal
PEST(EL) Analysis
http://www.strategicmanagementinsight.com/tools/img/macro-forces.png
Analysis and Formulation Tools
© 2011-2014 280 Group
LLC. 14
Source:Porter,M.E. “How CompetitiveForcesShape Strategy”Harvard businessReview, March/April1979
Intensity of
Competitive
Rivalry
Bargaining
Power of
Customers
Threat of
Substitutes
Threat of New
Entrants
Bargaining
Power of
Suppliers
Porter’s Five Forces
Analysis and Formulation Tools
© 2011-2014 280 Group
LLC. 15
Porter’s Generic Strategies
Source:M. Porter,CompetitiveStrategy:Techniquesfor AnalyzingIndustriesand Competitors,1980
Analysis and Formulation Tools
CompetitiveScope Competitive Advantage
Lower Cost Differentiation
Broad
Target
Cost
Leadership
Differentiation
Narrow
Target
Segmentation (Niche) Strategies
Cost Focus
Differentiation
Focus
© 2011-2014 280 Group
LLC. 16
SWOT Analysis
Analysis and Formulation Tools
Strengths
• Internal
factors about
your company
and its market
position that
help your
chances of
success
Weaknesses
• Internal
factors about
your company
and its market
position that
weaken your
chances of
success
Opportunities
• External
factors that
help your
chances of
success
Threats
• External
factors that
weaken your
chances of
success
© 2011-2014 280 Group
LLC. 17
Transform SWOT into Strategies and Tactics
Analysis and Formulation Tools
Put Strengths
here 
Put Weaknesses
here 
Put
Opportunities
here 
What Opportunities
can your Strengths
allow you to take
action on?
What Opportunities
could you take
advantage of by
addressing your
Weaknesses?
Put Threats
here 
What Threats can your
Strengths allow you to
avoid? What action
should you then
undertake?
What Threats will join
with your Weaknesses
to leave you vulnerable.
What actions should
you then undertake?
© 2011-2014 280 Group
LLC. 18
Source:Ansoff’sProductGrowth Matrix
Existing
Products
New
Products
Existing
Markets
Market
Penetration
(low risk)
Product
Development
(medium risk)
New
Markets
Market
Development
(medium risk)
Diversification
(high risk)
Ansoff Growth Matrix
Analysis and Formulation Tools
© 2011-2014 280 Group
LLC. 19
• Market Leader
– Creates new products, new/more usages, new
markets
• Market Challenger
– Attacks with discounting, proliferation, improved
services, cost reduction, advertising
• Market Follower
– Product imitator
• Market Nicher
– Product or market specialist
Kotler’s Strategies
Analysis and Formulation Tools
© 2011-2014 280 Group
LLC. 20
Product Life Cycle
Source:AIPMM
Product Life Cycle
Introduction Growth Maturity Decline
+
0
–
Marketing
objective
Gain Awareness Stress differentiation
Maintain brand
loyalty
Harvest and
deletion
Competition None Growing Many Reduced
Product One More versions
Full
product line
Best sellers
Price
Skimming or
penetration
Gain share, deal Defend share, profit Stay profitable
Promotion Inform, educate
Stress competitive
differences
Reminder oriented Minimal promotion
Place
(distribution)
Limited More outlets Maximum outlets Fewer outlets
Stage of the product life cycle
Total industry
profit
Total industry
sales revenue
© 2011-2014 280 Group
LLC. 21
Adoption of Innovation
Source:Crossingthe Chasm:Marketing and SellingHigh-TechProductsto MainstreamCustomersby G. Moore
(1991)
Chasm Model
Innovators Early
Adopters
Pragmatists Conservatives Laggards
2% 15% 34% 34% 15%
Chasm
© 2011-2014 280 Group
LLC. 22
Technology
Enthusiasts
• Well-informed
risk takers
• Willing to try
unproven
product
• Adopt tech
for its own
sake
• Little profit
generated
from this
segment
Early Adopters
• Willing to
invest and
take high
risks
• Comfortable
with new
product
category
• Demanding
• Can provide
first big
breaks
• Help evolve
product to
mass market
Early Majority
• Profitable
segment
• Looking for
measurable
gain
• Must justify
cost/benefit
analysis
• Buys from
market
leaders
• References
peer group
Late Majority
• Resistant to
pragmatist
majority
• Important
additional
revenues
• Very
important to
package and
prepare
Laggards
• Wary of
product
category
• Doubtful
about
benefits
• “Forced” into
adoption
Chasm Model
Chasm Model
© 2011-2014 280 Group
LLC. 23
• Target strategies to the market’s phase
• Early majority does not reference early adopters
– Starting over (new product and new marketing)
• Not all markets have chasms
– Disruptive/discontinuous innovations
• Product-centric vs Market-centric value
– Market-centric value increases chance of crossing the
chasm
– Technology enthusiasts are the innovators and early
adopters of product-centric value products
Chasm Model
Chasm Model
Overlays the PLC
© 2011-2014 280 Group
LLC. 24
Strategic Marketing Framework
Go-to-Market Process
Source:http://www.strategyhub.net/2011/01/framework-of-week-45-strategic.html
PM Strategies
Marketing
Analysis:
• Customer
needs, define
market
• Company
capabilities
• Competition,
market
Dynamics
• Collaborators,
partners
Marketing
Selection:
• Market
segmentation
and selection
• Segment
targeting
• Product
positioning
Marketing Mix:
• Product
• Price
• Place /
Distribution
• Promotion /
Advertising
Customer
Acquisition:
• Awareness
• Interest
• Desire
• Action
Customer
Loyalty and
Retention
RevenueandProfits
Whom do we want to go
after, and how?
What do we sell, where do we sell it, how do we sell it,
and how do we gain and retain customers?
What does the market look
like? (internal / external
perspective?
© 2011-2014 280 Group
LLC. 25
• Can’t serve entire market with just one product
• Companies have to identify which parts are more
attractive to them than others
– Customer types
– Geography
– Focus company efforts and resources
– Allows development and execution of market and
product strategies
Segmentation
PM Strategies
© 2011-2014 280 Group
LLC. 26
• Guides all product planning and marketing
strategy
• Goal: occupy a unique and lasting position in the
customer’s mind
– Sustainable competitive advantage
– Unique value to your customers
– Must choose what to pursue and what NOT to
pursue
• Purpose: establish brand!
Positioning – Most Important Strategy
PM Strategies
© 2011-2014 280 Group
LLC. 27
Marketing Mix: 4 Ps
Product
• Variety
• Quality
• Design
• Features
• Brand
• Packaging
• Services
Price
• MSRP
• Discounts
• Allowances
• Financing
Promotion
• Messaging
• Advertising
• Personal selling
• Sales promotion
• Public relations
Place
• Channels
• Coverage
• Distribution
• Assortments
• Locations
• Inventory
• Logistics
Marketing Mix
© 2011-2014 280 Group
LLC. 28
• Customer solutionProduct
• Cost (to the Customer)Price
• ConveniencePlace
• CommunicationPromotion
• CarePeople
• ConsistencyProcess
• ConfirmationPhysical Evidence
7 Ps (Traditional 4 + 3 for Services)
Marketing Mix
© 2011-2014 280 Group
LLC. 29
• Tactical/Urgent vs. Strategic
• Few people understand it
• No standard definitions or processes
• Job defined by expectations of people outside PM
• Lots of responsibility
– Reliant on influence
– No intrinsic authority
• Highly dependent on context
– Dependent on team dynamics
– Agile to heavyweight
– Wide variation by company and culture
Challenges of Product Management
Strategic Function
One size
does not fit
all
© 2011-2014 280 Group
LLC. 30
Download Your Copy At: http://280.gr/challenges-pm
What are your challenges?
- Most comprehensive PM
survey every conducted
- 850 PM professionals
- Compare your team and
company to others
© 2011-2014 280 Group
LLC. 31
•www.280group.com
•Phil@280group.com
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2017 04 product camp how to be strategic

  • 1. © 2011-2014 280 Group LLC. Business Strategy Becoming a Strategic PM 20140815
  • 2. © 2011-2014 280 Group LLC. 2 We help companies and individuals do GREAT Product Management and Product Marketing using our Optimal Product Process™ framework. Mission 280 Group Overview
  • 3. © 2011-2014 280 Group LLC. 3 Individual PM/PMM Growth Path Interested in PM Brand New PM Product Manager (1-5 Years) Senior Product Manager (5+ Years) PM Executives and Managers Intro to PM™ Optimal Product Management and Product Marketing™ Optimal Product Management and Product Marketing™ Optimal Product Management and Product Marketing™ Optimal Product Management and Product Marketing™ Agile Excellence for PMs and PO’s™ Agile Excellence for PMs and PO’s™ People Skills for Product Managers™ People Skills for Product Managers™ Certified PM Prep Course and Exam™ Certified PMM Prep Course and Exam™ Leadership for Product Managers™ Leadership for Product Managers™ Leadership for Product Managers™ Certificate of Completion WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 WSFuchsia #993366 Advanced AIPMM Worldwide Standard Certification Credential Also Available as Self- Study Online Courses TRAINING COURSES
  • 4. © 2011-2014 280 Group LLC. 4 Individual PM/PMM Growth Path (con’t) Interested in PM Brand New PM Product Manager (1-5 Years) Senior Product Manager (5+ Years) PM Executives and Managers TEMPLATES PM Office™ PM Office™ PM Office™ PM Office™ BOOKS 280 Group Press Series 280 Group Press Series 280 Group Press Series 280 Group Press Series COACHING Individual Coaching Individual Coaching Individual Coaching Individual Coaching INDIVIDUAL ASSESSMENTS Individual Assessment Individual Assessment Individual Assessment Individual Assessment CORPORATE ASSESSMENT Group or Company- Wide Assessment CONSULTING Help with Projects Help with Projects Help with Projects Help with Projects CONTRACTORS Interim Product Managers Interim Product Managers Interim Product Managers Interim Product Managers Just released - Product Management for Dummies!
  • 5. © 2011-2014 280 Group LLC. 5 • Optimal Product Process™ • Complete Solution • Customized for You • Result: Fully Optimized Product Management Uniquely Qualified to Help Your Company 280 Group Overview
  • 6. © 2011-2014 280 Group LLC. 6 Tactical Reaction vs. Strategic Plans • No one in charge driving strategy • Day to day fire drills consume employees’ time • Gives competitors opportunities • Leaves money on the table Critical Importance of PM
  • 7. © 2011-2014 280 Group LLC. 7 • Product Managers = Product Leaders • Engineers built what customers really need • Development cycles were shorter • Shipped on time and within budget • Sales excited to sell products • Products delighted customers • Profits and market share increased What If… Product Success or Failure People ProcessTools Pillars of Great Product Management What would this be worth to you and your company?
  • 8. © 2011-2014 280 Group LLC. 8 • Critical to understand strategic context before taking action • Definition: High level plan to achieve one or more goals under conditions of uncertainty – Not operational effectiveness, although necessary • Implementation: Creating unique and valuable position – Involving different sets of activities What is Strategy? Sources:http://en.wikipedia.org/wiki/Strategy,“Whatis Strategy”Porter,M (1996,Nov-Dec)Harvard BusinessReview What is Strategy? “It's a dangerous business, Frodo, going out your door. You step onto the road, and if you don't keep your feet, there's no knowing where you might be swept off to.” J.R.R. Tolkien, The Lord of the Rings
  • 9. © 2011-2014 280 Group LLC. 9 Business Strategies • Inherited by Product Manager Market Strategies • Influenced by Product Manager Product Strategies • Managed by Product Manager Context of Different Strategies What is Strategy?
  • 10. © 2011-2014 280 Group LLC. 10 Resources ObjectivesOpportunities Strategic Management What is Strategy? Develop and maintain strategic fit between organization’s objectives, resources and its changing market opportunities Make tradeoffs and chose what not to do.
  • 11. © 2011-2014 280 Group LLC. 11 • Choose appropriate Strategic Analysis Tool(s) – PEST(EL) – Porter’s 5 Forces – Porter’s Generic Strategies – SWOT • Formulate appropriate strategies – Ansoff Growth Matrix – SWOT – Kotler’s Strategies • Create Tactical actions to support Strategy • Use Strategic and Tactical objectives to check progress – Objectives should be both tangible and intangible Process of Strategy Analysis and Formulation Analysis and Formulation Tools
  • 12. © 2011-2014 280 Group LLC. 12 • Provide clarity and perspective • Over-simplify situation • Always be asking – Does this tool help me to make better decisions? – Does this tool waste my time? Perspective on Tools and Models
  • 13. © 2011-2014 280 Group LLC. 13 • Political • Economic • Social • Technological • Environmental • Legal PEST(EL) Analysis http://www.strategicmanagementinsight.com/tools/img/macro-forces.png Analysis and Formulation Tools
  • 14. © 2011-2014 280 Group LLC. 14 Source:Porter,M.E. “How CompetitiveForcesShape Strategy”Harvard businessReview, March/April1979 Intensity of Competitive Rivalry Bargaining Power of Customers Threat of Substitutes Threat of New Entrants Bargaining Power of Suppliers Porter’s Five Forces Analysis and Formulation Tools
  • 15. © 2011-2014 280 Group LLC. 15 Porter’s Generic Strategies Source:M. Porter,CompetitiveStrategy:Techniquesfor AnalyzingIndustriesand Competitors,1980 Analysis and Formulation Tools CompetitiveScope Competitive Advantage Lower Cost Differentiation Broad Target Cost Leadership Differentiation Narrow Target Segmentation (Niche) Strategies Cost Focus Differentiation Focus
  • 16. © 2011-2014 280 Group LLC. 16 SWOT Analysis Analysis and Formulation Tools Strengths • Internal factors about your company and its market position that help your chances of success Weaknesses • Internal factors about your company and its market position that weaken your chances of success Opportunities • External factors that help your chances of success Threats • External factors that weaken your chances of success
  • 17. © 2011-2014 280 Group LLC. 17 Transform SWOT into Strategies and Tactics Analysis and Formulation Tools Put Strengths here  Put Weaknesses here  Put Opportunities here  What Opportunities can your Strengths allow you to take action on? What Opportunities could you take advantage of by addressing your Weaknesses? Put Threats here  What Threats can your Strengths allow you to avoid? What action should you then undertake? What Threats will join with your Weaknesses to leave you vulnerable. What actions should you then undertake?
  • 18. © 2011-2014 280 Group LLC. 18 Source:Ansoff’sProductGrowth Matrix Existing Products New Products Existing Markets Market Penetration (low risk) Product Development (medium risk) New Markets Market Development (medium risk) Diversification (high risk) Ansoff Growth Matrix Analysis and Formulation Tools
  • 19. © 2011-2014 280 Group LLC. 19 • Market Leader – Creates new products, new/more usages, new markets • Market Challenger – Attacks with discounting, proliferation, improved services, cost reduction, advertising • Market Follower – Product imitator • Market Nicher – Product or market specialist Kotler’s Strategies Analysis and Formulation Tools
  • 20. © 2011-2014 280 Group LLC. 20 Product Life Cycle Source:AIPMM Product Life Cycle Introduction Growth Maturity Decline + 0 – Marketing objective Gain Awareness Stress differentiation Maintain brand loyalty Harvest and deletion Competition None Growing Many Reduced Product One More versions Full product line Best sellers Price Skimming or penetration Gain share, deal Defend share, profit Stay profitable Promotion Inform, educate Stress competitive differences Reminder oriented Minimal promotion Place (distribution) Limited More outlets Maximum outlets Fewer outlets Stage of the product life cycle Total industry profit Total industry sales revenue
  • 21. © 2011-2014 280 Group LLC. 21 Adoption of Innovation Source:Crossingthe Chasm:Marketing and SellingHigh-TechProductsto MainstreamCustomersby G. Moore (1991) Chasm Model Innovators Early Adopters Pragmatists Conservatives Laggards 2% 15% 34% 34% 15% Chasm
  • 22. © 2011-2014 280 Group LLC. 22 Technology Enthusiasts • Well-informed risk takers • Willing to try unproven product • Adopt tech for its own sake • Little profit generated from this segment Early Adopters • Willing to invest and take high risks • Comfortable with new product category • Demanding • Can provide first big breaks • Help evolve product to mass market Early Majority • Profitable segment • Looking for measurable gain • Must justify cost/benefit analysis • Buys from market leaders • References peer group Late Majority • Resistant to pragmatist majority • Important additional revenues • Very important to package and prepare Laggards • Wary of product category • Doubtful about benefits • “Forced” into adoption Chasm Model Chasm Model
  • 23. © 2011-2014 280 Group LLC. 23 • Target strategies to the market’s phase • Early majority does not reference early adopters – Starting over (new product and new marketing) • Not all markets have chasms – Disruptive/discontinuous innovations • Product-centric vs Market-centric value – Market-centric value increases chance of crossing the chasm – Technology enthusiasts are the innovators and early adopters of product-centric value products Chasm Model Chasm Model Overlays the PLC
  • 24. © 2011-2014 280 Group LLC. 24 Strategic Marketing Framework Go-to-Market Process Source:http://www.strategyhub.net/2011/01/framework-of-week-45-strategic.html PM Strategies Marketing Analysis: • Customer needs, define market • Company capabilities • Competition, market Dynamics • Collaborators, partners Marketing Selection: • Market segmentation and selection • Segment targeting • Product positioning Marketing Mix: • Product • Price • Place / Distribution • Promotion / Advertising Customer Acquisition: • Awareness • Interest • Desire • Action Customer Loyalty and Retention RevenueandProfits Whom do we want to go after, and how? What do we sell, where do we sell it, how do we sell it, and how do we gain and retain customers? What does the market look like? (internal / external perspective?
  • 25. © 2011-2014 280 Group LLC. 25 • Can’t serve entire market with just one product • Companies have to identify which parts are more attractive to them than others – Customer types – Geography – Focus company efforts and resources – Allows development and execution of market and product strategies Segmentation PM Strategies
  • 26. © 2011-2014 280 Group LLC. 26 • Guides all product planning and marketing strategy • Goal: occupy a unique and lasting position in the customer’s mind – Sustainable competitive advantage – Unique value to your customers – Must choose what to pursue and what NOT to pursue • Purpose: establish brand! Positioning – Most Important Strategy PM Strategies
  • 27. © 2011-2014 280 Group LLC. 27 Marketing Mix: 4 Ps Product • Variety • Quality • Design • Features • Brand • Packaging • Services Price • MSRP • Discounts • Allowances • Financing Promotion • Messaging • Advertising • Personal selling • Sales promotion • Public relations Place • Channels • Coverage • Distribution • Assortments • Locations • Inventory • Logistics Marketing Mix
  • 28. © 2011-2014 280 Group LLC. 28 • Customer solutionProduct • Cost (to the Customer)Price • ConveniencePlace • CommunicationPromotion • CarePeople • ConsistencyProcess • ConfirmationPhysical Evidence 7 Ps (Traditional 4 + 3 for Services) Marketing Mix
  • 29. © 2011-2014 280 Group LLC. 29 • Tactical/Urgent vs. Strategic • Few people understand it • No standard definitions or processes • Job defined by expectations of people outside PM • Lots of responsibility – Reliant on influence – No intrinsic authority • Highly dependent on context – Dependent on team dynamics – Agile to heavyweight – Wide variation by company and culture Challenges of Product Management Strategic Function One size does not fit all
  • 30. © 2011-2014 280 Group LLC. 30 Download Your Copy At: http://280.gr/challenges-pm What are your challenges? - Most comprehensive PM survey every conducted - 850 PM professionals - Compare your team and company to others
  • 31. © 2011-2014 280 Group LLC. 31 •www.280group.com •Phil@280group.com Questions