PdM in Enterprise Business Development
•Download as PPTX, PDF•
0 likes•201 views
This slide deck was presented at the annual Project management Day (Autumn) hosted in Lviv, Ukraine (November 2018) in the flow dedicated to Product management. It covers specifics of developing and delivering products to enterprise clients, challenges in sales negotiations and pre-sales activities at the early stage interactions with an enterprise prospect, and potential communication traps that product manager might find himself caught in after successful deal closure and delivery start. The deck content is a 'presenting' type, definitely not a 'read-only'. But I hope one may find some interesting insights in it nevertheless.
Report
Share
Report
Share
Recommended
Selling Techniques For Capital Equipments
The document discusses best practices for sales professionals when pursuing prospective buyers of capital goods or high-tech equipment. It emphasizes the importance of thoroughly understanding the buyer's requirements, offering a suitable technical solution upfront to build confidence, addressing any technical concerns, and negotiating favorable commercial terms that benefit both parties. It also stresses properly documenting the entire agreement in writing to avoid future issues and complete legal formalities. Overall, the key is for the salesperson to be a helpful partner for the buyer throughout the entire sales process.
Investing in Presales - George Bara
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
IT BA Pre Sale Consulting
The document discusses presales engagement and how it is changing from traditional to more digital approaches. It provides examples of different ways presales consultants can engage prospects online, including through resource centers, customer communities, support centers, self-service demos, and videos. The key takeaways are that presales efforts are important for complex B2B sales, they affect the early stages of the buying process before sales involvement, digital engagement shortens sales cycles and reduces costs, presales should engage prospects across multiple channels, and content marketing and segmentation are foundational for presales.
Pre sales
The document discusses key aspects of software industry pre-sales including understanding the sales cycle, responding to client requests, solution design, and bid management. It provides details on activities from prospecting and qualifying leads, to analyzing requirements, proposing solutions, negotiating deals, and obtaining contract closure. The pre-sales process involves interfacing with various internal and external stakeholders to design the best fitting solution for clients. It also covers responding to client requests for information, supporting client visits, competitor analysis, and responding to RFx documents during the bidding process. Solution design encompasses efforts estimation, defining technical and functional solutions, the project methodology, and resourcing. Proposal management and building effective proposals is also discussed.
Win-Loss Analysis - Interview Template
This is an example of an interview template I've used for win-loss calls. Win-loss calls are a component of developing competitive intelligence to improve sales win rate.
Анна Мамаєва "Win-Loss Аналіз - як зберегти бізнес, який ви хочете"
This document discusses how to implement an effective win-loss analysis program. It begins by defining what win-loss analysis is and is not. It then discusses how to evaluate deals, including looking at key deal attributes and developing a sample evaluation process. Next, it outlines how to segment buyers and the benefits of a win-loss program, such as improving targeting, positioning, and sales enablement. The document also notes that win-loss interviews can uncover win-back opportunities. It provides steps for developing a win-loss process and considerations for what data to extract and questions to ask in surveys. The overall goal is to understand why customers buy or do not buy in order to increase win rates and revenues.
Pre-Sales the Backbone of Sales Force Automation Solutions
Pre-Sales the Backbone of Sales Force Automation SolutionsZooM: SPEC INDIA´s flagship Mobile Sales Force Automation
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
Presales Best Practices You can Use Now, by Doug Johnson
This document provides best practices for presales professionals to use when preparing for and delivering product demonstrations. It emphasizes the importance of discovery to understand the customer's needs and pain points. It also stresses preparing a customized demo tailored for the client by knowing their business and processes. When delivering the demo, the recommendation is to use a "tell-show-tell" approach where the presenter explains key points, shows relevant features, and then summarizes to keep the customer engaged. The document includes several case studies of past client demos that were both successful and unsuccessful, highlighting lessons learned.
Recommended
Selling Techniques For Capital Equipments
The document discusses best practices for sales professionals when pursuing prospective buyers of capital goods or high-tech equipment. It emphasizes the importance of thoroughly understanding the buyer's requirements, offering a suitable technical solution upfront to build confidence, addressing any technical concerns, and negotiating favorable commercial terms that benefit both parties. It also stresses properly documenting the entire agreement in writing to avoid future issues and complete legal formalities. Overall, the key is for the salesperson to be a helpful partner for the buyer throughout the entire sales process.
Investing in Presales - George Bara
The role of Presales in any technical and software organization has become more important over the last decade. Often called the “hidden half of the sale” or the “credible side of the sale”, a correctly set-up Presales group can significantly and positively increase your company’s revenue. Learn what Presales is, understand how it can help your organization and what you need in order to become a trusted Solution Consultant in the software industry.
IT BA Pre Sale Consulting
The document discusses presales engagement and how it is changing from traditional to more digital approaches. It provides examples of different ways presales consultants can engage prospects online, including through resource centers, customer communities, support centers, self-service demos, and videos. The key takeaways are that presales efforts are important for complex B2B sales, they affect the early stages of the buying process before sales involvement, digital engagement shortens sales cycles and reduces costs, presales should engage prospects across multiple channels, and content marketing and segmentation are foundational for presales.
Pre sales
The document discusses key aspects of software industry pre-sales including understanding the sales cycle, responding to client requests, solution design, and bid management. It provides details on activities from prospecting and qualifying leads, to analyzing requirements, proposing solutions, negotiating deals, and obtaining contract closure. The pre-sales process involves interfacing with various internal and external stakeholders to design the best fitting solution for clients. It also covers responding to client requests for information, supporting client visits, competitor analysis, and responding to RFx documents during the bidding process. Solution design encompasses efforts estimation, defining technical and functional solutions, the project methodology, and resourcing. Proposal management and building effective proposals is also discussed.
Win-Loss Analysis - Interview Template
This is an example of an interview template I've used for win-loss calls. Win-loss calls are a component of developing competitive intelligence to improve sales win rate.
Анна Мамаєва "Win-Loss Аналіз - як зберегти бізнес, який ви хочете"
This document discusses how to implement an effective win-loss analysis program. It begins by defining what win-loss analysis is and is not. It then discusses how to evaluate deals, including looking at key deal attributes and developing a sample evaluation process. Next, it outlines how to segment buyers and the benefits of a win-loss program, such as improving targeting, positioning, and sales enablement. The document also notes that win-loss interviews can uncover win-back opportunities. It provides steps for developing a win-loss process and considerations for what data to extract and questions to ask in surveys. The overall goal is to understand why customers buy or do not buy in order to increase win rates and revenues.
Pre-Sales the Backbone of Sales Force Automation Solutions
Pre-Sales the Backbone of Sales Force Automation SolutionsZooM: SPEC INDIA´s flagship Mobile Sales Force Automation
An enterprise failing to recognize the importance of Pre-sales in their Sales Force Automation workflow faces tough situations in terms of downfall or loss in business. Appropriate pre-sales activities help in capitalizing on the opportunities and handling leads correctly.
It is then imperative that pre-sales be an all important part of Sales Force Automation solutions, to make sure that the sales pipeline gets the much required kick-start and ensure that the Sales Force Automation Software remains complete and extensive
Read More At: http://www.mobilesalesforceautomation.net/blog/pre-sales-backbone-sales-force-automation-solutions/
Presales Best Practices You can Use Now, by Doug Johnson
This document provides best practices for presales professionals to use when preparing for and delivering product demonstrations. It emphasizes the importance of discovery to understand the customer's needs and pain points. It also stresses preparing a customized demo tailored for the client by knowing their business and processes. When delivering the demo, the recommendation is to use a "tell-show-tell" approach where the presenter explains key points, shows relevant features, and then summarizes to keep the customer engaged. The document includes several case studies of past client demos that were both successful and unsuccessful, highlighting lessons learned.
What makes a Successful Proposal
The document discusses key factors for a successful proposal, including performing well on existing contracts, delighting the customer daily, and using current opportunities to address any issues. It emphasizes developing intimacy with the customer by spending time with them, leveraging resources to understand customer needs, and creating a contact plan. Successful proposals illustrate benefits to the customer through graphics and anecdotes rather than being tutorial. Empowering people and co-locating teams builds cohesion needed for proposals.
Agile/SAFe Customer Vendor Anti-Pattern
As a vendor, we may have some flaws in our process with our customers. This presentation is focusing on how we should improve our interactions with customers based on Agile principles.
Getting to Vendor Love
This document provides tips for building successful vendor partnerships. It discusses the importance of preparation, including gaining executive support, clarifying criteria for success, and researching potential vendors. When evaluating and selecting vendors, the document recommends developing a thorough RFP and treating all respondents fairly. It also emphasizes the importance of negotiation, setting clear expectations in kickoff meetings, advocating for both sides, communicating honestly, and celebrating successes together. The overall message is that forging a strong partnership requires work from both parties based on mutual understanding and benefit.
Virtual Se
The document introduces VirtualSETM, a service that provides outsourced pre-sales engineering support for technology vendors. It offers experienced sales engineers to assist with technical discussions in complex sales without requiring a full-time resource. Key benefits include gaining technical pre-sales support while managing costs and risks, and reducing the need to pull other critical resources away from their roles. Services include product training, developing technical sales tools, and providing deal support. Engagements can be short- or long-term contracts, with fees determined by scope of work and resources needed.
Presentation2
To improve customer expectation management, internally assess feasibility and be honest with customers about timelines instead of overpromising. Minimize escalations by clarifying project manager responsibility upfront and using a complex escalation form. The difference between a pilot and project is methodology - a pilot has specificities but should still be managed like a project. Make the pilot vs. project distinction clear to clients by creating a preliminary agreement defining a go/no-go point.
Undercover Business Evaluations
Our mission at Corporate Insiders is to get the information you need in order to improve your business. Our specially trained Undercover Employees and finely tuned evaluation methods go beyond the surface of your operation and give an accurate ‘inside’ view of what is really happening within your Organization or Department.
Win Loss Analysis Powerpoint- 2015
This document summarizes Strong-Bridge's buyer experience analysis and win/loss process. It finds that most companies rely solely on sales teams for win/loss data, which is often inaccurate. Strong-Bridge's process involves stakeholder interviews, sales team interviews, customer surveys, and interviews with winning and losing customers. This provides qualitative and quantitative data to understand factors like product features, marketing effectiveness, and competitors influencing wins and losses. Strong-Bridge claims this approach can improve win rates by 15-30% by revealing issues like complex contracts extending sales cycles or local focus mattering more than technology to some customers.
Virtual Assistant Services | Outsource Virtual Assistant
Hiring a virtual customer service assistant can provide many benefits to a business. A virtual assistant can handle regular customer service issues, freeing up other resources. This increases productivity. Some key benefits include reducing operational expenses, saving on training costs, providing 24/7 support, improving customer satisfaction, and allowing businesses to focus on core tasks. Virtual assistants can manage customer accounts, orders, support tickets, and calls to provide comprehensive customer support services.
The Reality of Product Management
A short presentation on the role of a product manager. This presentation is meant for people who want to understand what product manager really does, what this role really involves. It's a funny paradox on what the role really looks from outside and what it is actually from inside.
7 Best Practices & Techniques for a Digital Business Analyst
This document outlines 7 best practices for digital business analysts: understand strategic imperatives by focusing on customer experiences and desired states; empathize with real customers by creating personas and collaborating to improve experiences; reimagine business processes by redesigning them to enable self-service; embrace agility by focusing on outcomes and exploring minimum viable products; continuously collaborate with stakeholders by planning collaboration and highlighting issues; drive decisions analytically using relevant data; and keep abreast of new technologies by learning about them and how to use them for organizational success.
CX
1) Fixed-bid CRM projects often fail due to poorly defined requirements, unknown factors, and scope creep. No consultant can accurately estimate projects without understanding all requirements and potential issues upfront.
2) While fixed pricing seems easier, it incentivizes consultants to minimize work or find ways to charge more, rather than ensuring project success. It also risks losing valuable consultant knowledge and experience if the project loses money.
3) A hybrid model with fixed pricing for initial discovery and requirements phases, but time and materials billing for implementation, helps contain risks for both parties. However, CRM projects will always involve unknown factors that can significantly impact timelines and costs.
Odd job auction
Odd Job Auction is a new auction-style home services networking platform that aims to connect homeowners with reliable tradesmen for labor-intensive jobs at affordable rates. The platform offers low monthly fees for contractors and flat rates for first contact with new clients, without any posting or transaction fees. This first-of-its-kind app provides unmatched value compared to competitors which are more expensive, handle consumer risk, and don't connect as many qualified contractors with homeowners. The implementation plan involves setting up data analytics, publishing the app, marketing campaigns, seeking press coverage, and reviewing data. Financial projections estimate $85,000 in revenue the first year growing to over $500,000 in three years.
Consulting -- short bursts - Human Transitions
Does your company have projects that don't get done because the resources aren't there, or always seem tied up on "other projects?" Buy a block of time and clean up those projects.
Ways To Choose the Right BIM Partner
This document discusses important criteria for choosing the right BIM partner for construction projects. It recommends evaluating a partner's experience, integrity and project portfolio by checking online presence and past work. Reference checks from previous clients can provide feedback on work quality, timelines and deliverables. While cost is a factor, low bids may not guarantee timely and high quality work. It's best to partner with an established BIM company rather than freelancers for data security and project expertise. Conducting thorough due diligence on these factors will help identify a partner that can effectively support construction projects.
Yessika Baro resume 2-2 last
This document is a resume for Yessika Baro, who has over 15 years of experience in outside sales, real estate, and financial services. She has a proven track record of exceeding sales goals and providing excellent customer service. Her most recent roles include Account Manager for IDT International, South Area Sales Manager for Carros Magazine, and Mortgage Broker and Realtor Associate for Nationwide Financial Services.
Outsourcing
Outsourcing allows businesses to gain access to outside expertise and technologies in a more cost effective manner. It allows businesses to focus on their core competencies while contracting out business functions. Some key benefits include access to experts the business could not otherwise afford, sharing in pricing benefits from larger organizations, ensuring supply and reducing risks, and freeing up management time. Potential downsides include perceived lack of control and savings not being realized if the outsourcing solution is not properly evaluated and implemented. Proper evaluation of suppliers, clear communication of requirements, understanding the value of change, and dealing with staffing impacts are important steps in the outsourcing process.
RFP Handling in IT Company
This is all prepared and cooked-up data. Nothing to do with actual processes in any IT company. Please don't relate.
Procurement & Contract for IT Projects
It's important that vendor can work within agile framework. Sometimes, it's the contract that doesn't allow both parties to be agile, and instead drive the opposite behaviour.
However, from my personal experience it's usually not about agile contract or not. Fix-contract can be more profitable, while T&M can minimize risk and time for changes.
How to Manage the Whole Product by former Cisco Director of PM
In this presentation former Cisco Director of PM Wayne Green explains how to manage the whole product through keeping your finger on the pulse of customer's interactions with all aspects of product experience and the underlying people/organization responses.
Marketing 2.0 Toolkit
Here's my collection of Marketing & Product Management best practices, appropriate to B2B tech companies. Would love to hear from comments and suggested improvements and additions!
Customer Success Needs to Grow (Up)
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Customer Success Needs to Grow (Up)
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
More Related Content
What's hot
What makes a Successful Proposal
The document discusses key factors for a successful proposal, including performing well on existing contracts, delighting the customer daily, and using current opportunities to address any issues. It emphasizes developing intimacy with the customer by spending time with them, leveraging resources to understand customer needs, and creating a contact plan. Successful proposals illustrate benefits to the customer through graphics and anecdotes rather than being tutorial. Empowering people and co-locating teams builds cohesion needed for proposals.
Agile/SAFe Customer Vendor Anti-Pattern
As a vendor, we may have some flaws in our process with our customers. This presentation is focusing on how we should improve our interactions with customers based on Agile principles.
Getting to Vendor Love
This document provides tips for building successful vendor partnerships. It discusses the importance of preparation, including gaining executive support, clarifying criteria for success, and researching potential vendors. When evaluating and selecting vendors, the document recommends developing a thorough RFP and treating all respondents fairly. It also emphasizes the importance of negotiation, setting clear expectations in kickoff meetings, advocating for both sides, communicating honestly, and celebrating successes together. The overall message is that forging a strong partnership requires work from both parties based on mutual understanding and benefit.
Virtual Se
The document introduces VirtualSETM, a service that provides outsourced pre-sales engineering support for technology vendors. It offers experienced sales engineers to assist with technical discussions in complex sales without requiring a full-time resource. Key benefits include gaining technical pre-sales support while managing costs and risks, and reducing the need to pull other critical resources away from their roles. Services include product training, developing technical sales tools, and providing deal support. Engagements can be short- or long-term contracts, with fees determined by scope of work and resources needed.
Presentation2
To improve customer expectation management, internally assess feasibility and be honest with customers about timelines instead of overpromising. Minimize escalations by clarifying project manager responsibility upfront and using a complex escalation form. The difference between a pilot and project is methodology - a pilot has specificities but should still be managed like a project. Make the pilot vs. project distinction clear to clients by creating a preliminary agreement defining a go/no-go point.
Undercover Business Evaluations
Our mission at Corporate Insiders is to get the information you need in order to improve your business. Our specially trained Undercover Employees and finely tuned evaluation methods go beyond the surface of your operation and give an accurate ‘inside’ view of what is really happening within your Organization or Department.
Win Loss Analysis Powerpoint- 2015
This document summarizes Strong-Bridge's buyer experience analysis and win/loss process. It finds that most companies rely solely on sales teams for win/loss data, which is often inaccurate. Strong-Bridge's process involves stakeholder interviews, sales team interviews, customer surveys, and interviews with winning and losing customers. This provides qualitative and quantitative data to understand factors like product features, marketing effectiveness, and competitors influencing wins and losses. Strong-Bridge claims this approach can improve win rates by 15-30% by revealing issues like complex contracts extending sales cycles or local focus mattering more than technology to some customers.
Virtual Assistant Services | Outsource Virtual Assistant
Hiring a virtual customer service assistant can provide many benefits to a business. A virtual assistant can handle regular customer service issues, freeing up other resources. This increases productivity. Some key benefits include reducing operational expenses, saving on training costs, providing 24/7 support, improving customer satisfaction, and allowing businesses to focus on core tasks. Virtual assistants can manage customer accounts, orders, support tickets, and calls to provide comprehensive customer support services.
The Reality of Product Management
A short presentation on the role of a product manager. This presentation is meant for people who want to understand what product manager really does, what this role really involves. It's a funny paradox on what the role really looks from outside and what it is actually from inside.
7 Best Practices & Techniques for a Digital Business Analyst
This document outlines 7 best practices for digital business analysts: understand strategic imperatives by focusing on customer experiences and desired states; empathize with real customers by creating personas and collaborating to improve experiences; reimagine business processes by redesigning them to enable self-service; embrace agility by focusing on outcomes and exploring minimum viable products; continuously collaborate with stakeholders by planning collaboration and highlighting issues; drive decisions analytically using relevant data; and keep abreast of new technologies by learning about them and how to use them for organizational success.
CX
1) Fixed-bid CRM projects often fail due to poorly defined requirements, unknown factors, and scope creep. No consultant can accurately estimate projects without understanding all requirements and potential issues upfront.
2) While fixed pricing seems easier, it incentivizes consultants to minimize work or find ways to charge more, rather than ensuring project success. It also risks losing valuable consultant knowledge and experience if the project loses money.
3) A hybrid model with fixed pricing for initial discovery and requirements phases, but time and materials billing for implementation, helps contain risks for both parties. However, CRM projects will always involve unknown factors that can significantly impact timelines and costs.
Odd job auction
Odd Job Auction is a new auction-style home services networking platform that aims to connect homeowners with reliable tradesmen for labor-intensive jobs at affordable rates. The platform offers low monthly fees for contractors and flat rates for first contact with new clients, without any posting or transaction fees. This first-of-its-kind app provides unmatched value compared to competitors which are more expensive, handle consumer risk, and don't connect as many qualified contractors with homeowners. The implementation plan involves setting up data analytics, publishing the app, marketing campaigns, seeking press coverage, and reviewing data. Financial projections estimate $85,000 in revenue the first year growing to over $500,000 in three years.
Consulting -- short bursts - Human Transitions
Does your company have projects that don't get done because the resources aren't there, or always seem tied up on "other projects?" Buy a block of time and clean up those projects.
Ways To Choose the Right BIM Partner
This document discusses important criteria for choosing the right BIM partner for construction projects. It recommends evaluating a partner's experience, integrity and project portfolio by checking online presence and past work. Reference checks from previous clients can provide feedback on work quality, timelines and deliverables. While cost is a factor, low bids may not guarantee timely and high quality work. It's best to partner with an established BIM company rather than freelancers for data security and project expertise. Conducting thorough due diligence on these factors will help identify a partner that can effectively support construction projects.
Yessika Baro resume 2-2 last
This document is a resume for Yessika Baro, who has over 15 years of experience in outside sales, real estate, and financial services. She has a proven track record of exceeding sales goals and providing excellent customer service. Her most recent roles include Account Manager for IDT International, South Area Sales Manager for Carros Magazine, and Mortgage Broker and Realtor Associate for Nationwide Financial Services.
Outsourcing
Outsourcing allows businesses to gain access to outside expertise and technologies in a more cost effective manner. It allows businesses to focus on their core competencies while contracting out business functions. Some key benefits include access to experts the business could not otherwise afford, sharing in pricing benefits from larger organizations, ensuring supply and reducing risks, and freeing up management time. Potential downsides include perceived lack of control and savings not being realized if the outsourcing solution is not properly evaluated and implemented. Proper evaluation of suppliers, clear communication of requirements, understanding the value of change, and dealing with staffing impacts are important steps in the outsourcing process.
RFP Handling in IT Company
This is all prepared and cooked-up data. Nothing to do with actual processes in any IT company. Please don't relate.
Procurement & Contract for IT Projects
It's important that vendor can work within agile framework. Sometimes, it's the contract that doesn't allow both parties to be agile, and instead drive the opposite behaviour.
However, from my personal experience it's usually not about agile contract or not. Fix-contract can be more profitable, while T&M can minimize risk and time for changes.
What's hot (18)
Virtual Assistant Services | Outsource Virtual Assistant
Virtual Assistant Services | Outsource Virtual Assistant
7 Best Practices & Techniques for a Digital Business Analyst
7 Best Practices & Techniques for a Digital Business Analyst
Similar to PdM in Enterprise Business Development
How to Manage the Whole Product by former Cisco Director of PM
In this presentation former Cisco Director of PM Wayne Green explains how to manage the whole product through keeping your finger on the pulse of customer's interactions with all aspects of product experience and the underlying people/organization responses.
Marketing 2.0 Toolkit
Here's my collection of Marketing & Product Management best practices, appropriate to B2B tech companies. Would love to hear from comments and suggested improvements and additions!
Customer Success Needs to Grow (Up)
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Customer Success Needs to Grow (Up)
Join this webinar with Peter Armaly, Senior Director and Adviser for Customer Success at Oracle, who will share his experiences, discuss some research, and offer guidance and opinions on the issue of Customer Success programs not being treated equal to its Sales peers.
Finding customers dmu
This document provides an overview of marketing concepts covered in a boot camp session, including competition, substitutes, customer identification and personas, benefits versus features, and the differences between marketing products and services. The session aims to help participants understand basic marketing principles for their business, such as identifying the right target customers, communicating benefits effectively, and planning a marketing strategy. Key topics covered include competition analysis, customer profiling, creating customer personas, and distinguishing features, advantages and benefits.
Modeling in the Real World - at LavaCon2014 in Portland, OR
The document discusses modeling experiences in the real world. It uses the example of a persona, Julia, who gets interested in wine on a photography shoot. Her journey of learning about wine involves interacting with different companies and their digital and physical offerings. The speaker emphasizes the importance of understanding customer and business goals, modeling the end-to-end experience, and having the right information infrastructure and resources to deliver an integrated omni-channel experience across organizations.
Customer Centric Proposal Writing
The document provides guidance on writing effective customer-centric proposals. It discusses 7 golden rules for proposal writing: 1) Focus on the customer's needs and problems rather than your own capabilities. 2) Sell the benefits and value of your solution rather than just providing information. 3) Keep proposals concise and simple by following the KISS principle. The document emphasizes the importance of understanding the customer, identifying their key needs and priorities, and demonstrating how your solution will specifically address these needs and provide tangible outcomes and value. It also provides tips on using graphics, case studies and a persuasive structure focused on needs, outcomes, solutions and evidence of competence.
Build Innovation into Your Admin Routine
Salesforce delivers innovative experiences and vision to our customers every day. Learn from the Global Innovation Solutions team exactly how they build innovation into our process, product, and culture.
Building Kick-Ass Products that Win!
The document discusses strategies for building successful SaaS products that dominate their markets. It outlines six key areas for companies to focus on: being market focused, providing a great customer experience, being reality-based, being results-oriented, inspiring teams, and being agile. For each area, it provides examples of effective practices like continuously engaging with customers, measuring metrics to shape behaviors, and responding quickly to changing market conditions. It concludes by providing a scorecard for companies to self-assess their performance in each of the six areas.
Advocating for the customer. Bringing soft skills into software development
This group mentorship session is tailored to your needs, so make sure you bring your questions and needs into the conversation with the mentor. This approach ensures that this session is relevant and valuable to you, providing you with the opportunity to get the specific guidance that you need, to help you grow and develop your skills. The mentoring is structured in sessions of 1 hour.
The mentor for this session is: 👩💻 Magda Neagu, Senior Product Marketing Manager at UiPath
📕 The recommended topics for this specific mentor:
Overview of customer necessity in the development
Customer voice in product operation
Tools and resources
Gunderson Direct Why We Brief
Why creative briefs are so essential for ad agencies and their marketing clients. Plus how to use a brief to make sure you get strategic, inspired creative.
Valverde & Stiles Process and Deliverables
Valverde & Stiles provide content strategy and video production services. Their approach focuses on telling clear brand stories through video and other agile, modular content that can be reused across channels. They emphasize understanding the audience and goals through discovery, then developing a content guide and production plan to effectively convey the brand's message as a story. Their process focuses on continual iteration and optimization of content assets for maximum impact and performance.
thinkLA AdU: Digital Production 101
The document provides an overview of the digital production process from start to finish. It includes an agenda, credentials for the agency, information on the current digital market, best practices for estimating and profitability, and a detailed breakdown of the typical production process including define and discover, UX/design, development, and deployment phases. Key outputs and activities are outlined for each phase with the overall goal of bringing creative design and technology together to build digital experiences that meet business and user needs.
Basics of Sales
This powerpoint goes through the basic sales process in a way that it can be applied to any industry.
Earning Influence and Authority To Be A More Effective Product Managers
Product Management is challenging, as all your business relationships are indirect influence. This 45-minute presentation gives an overview of techniques taught in 280 Group training classes for effectiveness, influence and leadership development.
How to Make a Business Case for #Socialmedia Gain Social Media ROI with Crims...
How to Make a Business Case for #Socialmedia Gain Social Media ROI with Crims...Dr. Natalie Petouhoff
This document discusses how to make a business case for social media analysis by following four key steps: 1) Define business benefits and social strategy, 2) Examine project benefits, costs and ROI, 3) Determine additional benefits, and 4) Define risks and uncertainties. It emphasizes that businesses now need deep insights from social media analysis to make sound decisions and drive business actions. A quality business case should quantify benefits, costs, ROI, risks, and other key components using a template as a guide.Organization’s readiness to deliver on customer experience
We believe that the future of service organizations will be more customer centric. Most service providers have the ambition to become truly customer centric, but day-to-day reality shows that fulfilling this ambition may not be as straightforward as expected. We notice a gap between ambition and current reality.
A lot of research has been done on customer experience, but not on organization’s readiness to deliver the customer experience to customers. To move from promise to delivery, being ready as an organization may be crucial.
Customer centricity starts with truly understanding what your customers really want. This implies for us, too. Vlerick Business School and MCH Consultancy have co-created a research to understand the perceptions of decision makers and senior managers on the current state of customer centricity among service providers in the Netherlands.
During May and June 2014 we have conducted an online survey with over 150 respondents in the Netherlands. The results of this survey give valuable insights in the changes required towards being customer centric as an organization. This quantitative research is the first step on our journey to understand what it takes to become a true customer centric service provider that consistently delivers its customer experience.
Selling your story
Getting funded sometimes seems like a career itself (and indeed it is a big part of the CEO’s responsibilities). In order to succeed, need to understand both the rules of the game and the equipment – without these you may squander some of your most valuable resources - time and relationships. Two keys communication tools are the Executive Summary and the PowerPoint Presentation (Pitch Deck). This forum will help you understand how these tools are used to generate a face-to-face meeting, make a persuasive and memorable presentation, and then follow through with the details needed for investors to begin their due diligence process.
Positioning Professional Services for Success
PS business is complicated. Arriving at the right balance of delivering customer success along with commercial success is not easy. This presentation of mine attempts to highlight tried and tested strategies that have worked for me again and again.
Enterprise Beta and Pilot Strategies
The document provides strategies for software companies to break into the enterprise market through beta and pilot programs. It outlines three key stages: 1) Building a strong foundation with expertise, solutions, and delivery capabilities. 2) Getting initial beta/pilot customers through networking, events, partnerships, and targeting smaller customers first. 3) Running successful pilots by treating customers well, customizing solutions, demonstrating scalability, and working through enterprise processes and legal requirements. The document emphasizes that breaking into large enterprises is difficult but can be achieved through persistence and addressing their unique needs.
Similar to PdM in Enterprise Business Development (20)
How to Manage the Whole Product by former Cisco Director of PM
How to Manage the Whole Product by former Cisco Director of PM
Modeling in the Real World - at LavaCon2014 in Portland, OR
Modeling in the Real World - at LavaCon2014 in Portland, OR
Advocating for the customer. Bringing soft skills into software development
Advocating for the customer. Bringing soft skills into software development
Earning Influence and Authority To Be A More Effective Product Managers
Earning Influence and Authority To Be A More Effective Product Managers
How to Make a Business Case for #Socialmedia Gain Social Media ROI with Crims...
How to Make a Business Case for #Socialmedia Gain Social Media ROI with Crims...
Organization’s readiness to deliver on customer experience
Organization’s readiness to deliver on customer experience
Recently uploaded
Mastering the Concepts Tested in the Databricks Certified Data Engineer Assoc...
• For a full set of 760+ questions. Go to
https://skillcertpro.com/product/databricks-certified-data-engineer-associate-exam-questions/
• SkillCertPro offers detailed explanations to each question which helps to understand the concepts better.
• It is recommended to score above 85% in SkillCertPro exams before attempting a real exam.
• SkillCertPro updates exam questions every 2 weeks.
• You will get life time access and life time free updates
• SkillCertPro assures 100% pass guarantee in first attempt.
Competition and Regulation in Professions and Occupations – ROBSON – June 202...
Competition and Regulation in Professions and Occupations – ROBSON – June 202...OECD Directorate for Financial and Enterprise Affairs
This presentation by Professor Alex Robson, Deputy Chair of Australia’s Productivity Commission, was made during the discussion “Competition and Regulation in Professions and Occupations” held at the 77th meeting of the OECD Working Party No. 2 on Competition and Regulation on 10 June 2024. More papers and presentations on the topic can be found at oe.cd/crps.
This presentation was uploaded with the author’s consent.Competition and Regulation in Professions and Occupations – OECD – June 2024 ...
Competition and Regulation in Professions and Occupations – OECD – June 2024 ...OECD Directorate for Financial and Enterprise Affairs
This presentation by OECD, OECD Secretariat, was made during the discussion “Competition and Regulation in Professions and Occupations” held at the 77th meeting of the OECD Working Party No. 2 on Competition and Regulation on 10 June 2024. More papers and presentations on the topic can be found at oe.cd/crps.
This presentation was uploaded with the author’s consent.
Carrer goals.pptx and their importance in real life
Career goals serve as a roadmap for individuals, guiding them toward achieving long-term professional aspirations and personal fulfillment. Establishing clear career goals enables professionals to focus their efforts on developing specific skills, gaining relevant experience, and making strategic decisions that align with their desired career trajectory. By setting both short-term and long-term objectives, individuals can systematically track their progress, make necessary adjustments, and stay motivated. Short-term goals often include acquiring new qualifications, mastering particular competencies, or securing a specific role, while long-term goals might encompass reaching executive positions, becoming industry experts, or launching entrepreneurial ventures.
Moreover, having well-defined career goals fosters a sense of purpose and direction, enhancing job satisfaction and overall productivity. It encourages continuous learning and adaptation, as professionals remain attuned to industry trends and evolving job market demands. Career goals also facilitate better time management and resource allocation, as individuals prioritize tasks and opportunities that advance their professional growth. In addition, articulating career goals can aid in networking and mentorship, as it allows individuals to communicate their aspirations clearly to potential mentors, colleagues, and employers, thereby opening doors to valuable guidance and support. Ultimately, career goals are integral to personal and professional development, driving individuals toward sustained success and fulfillment in their chosen fields.
Suzanne Lagerweij - Influence Without Power - Why Empathy is Your Best Friend...
This is a workshop about communication and collaboration. We will experience how we can analyze the reasons for resistance to change (exercise 1) and practice how to improve our conversation style and be more in control and effective in the way we communicate (exercise 2).
This session will use Dave Gray’s Empathy Mapping, Argyris’ Ladder of Inference and The Four Rs from Agile Conversations (Squirrel and Fredrick).
Abstract:
Let’s talk about powerful conversations! We all know how to lead a constructive conversation, right? Then why is it so difficult to have those conversations with people at work, especially those in powerful positions that show resistance to change?
Learning to control and direct conversations takes understanding and practice.
We can combine our innate empathy with our analytical skills to gain a deeper understanding of complex situations at work. Join this session to learn how to prepare for difficult conversations and how to improve our agile conversations in order to be more influential without power. We will use Dave Gray’s Empathy Mapping, Argyris’ Ladder of Inference and The Four Rs from Agile Conversations (Squirrel and Fredrick).
In the session you will experience how preparing and reflecting on your conversation can help you be more influential at work. You will learn how to communicate more effectively with the people needed to achieve positive change. You will leave with a self-revised version of a difficult conversation and a practical model to use when you get back to work.
Come learn more on how to become a real influencer!
Mẫu PPT kế hoạch làm việc sáng tạo cho nửa cuối năm PowerPoint
Mẫu PPT kế hoạch làm việc sáng tạo cho nửa cuối năm PowerPoint
Artificial Intelligence, Data and Competition – SCHREPEL – June 2024 OECD dis...
Artificial Intelligence, Data and Competition – SCHREPEL – June 2024 OECD dis...OECD Directorate for Financial and Enterprise Affairs
This presentation by Thibault Schrepel, Associate Professor of Law at Vrije Universiteit Amsterdam University, was made during the discussion “Artificial Intelligence, Data and Competition” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/aicomp.
This presentation was uploaded with the author’s consent.
Artificial Intelligence, Data and Competition – LIM – June 2024 OECD discussion
Artificial Intelligence, Data and Competition – LIM – June 2024 OECD discussionOECD Directorate for Financial and Enterprise Affairs
This presentation by Yong Lim, Professor of Economic Law at Seoul National University School of Law, was made during the discussion “Artificial Intelligence, Data and Competition” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/aicomp.
This presentation was uploaded with the author’s consent.
2024-05-30_meetup_devops_aix-marseille.pdf
Slides de notre meetup DevOps AixMarseille du 30 mai 2024 chez SmarTribune
Sujets: platform engineering / terragrunt / test containers
Pro-competitive Industrial Policy – OECD – June 2024 OECD discussion
Pro-competitive Industrial Policy – OECD – June 2024 OECD discussionOECD Directorate for Financial and Enterprise Affairs
This presentation by OECD, OECD Secretariat, was made during the discussion “Pro-competitive Industrial Policy” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/pcip.
This presentation was uploaded with the author’s consent.
Artificial Intelligence, Data and Competition – ČORBA – June 2024 OECD discus...
Artificial Intelligence, Data and Competition – ČORBA – June 2024 OECD discus...OECD Directorate for Financial and Enterprise Affairs
This presentation by Juraj Čorba, Chair of OECD Working Party on Artificial Intelligence Governance (AIGO), was made during the discussion “Artificial Intelligence, Data and Competition” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/aicomp.
This presentation was uploaded with the author’s consent.
Tom tresser burning issue.pptx My Burning issue
Addressing the status of black home ownership in America. and what actions are taken to impact these trends.
Why Psychological Safety Matters for Software Teams - ACE 2024 - Ben Linders.pdf
Psychological safety in teams is important; team members must feel safe and able to communicate and collaborate effectively to deliver value. It’s also necessary to build long-lasting teams since things will happen and relationships will be strained.
But, how safe is a team? How can we determine if there are any factors that make the team unsafe or have an impact on the team’s culture?
In this mini-workshop, we’ll play games for psychological safety and team culture utilizing a deck of coaching cards, The Psychological Safety Cards. We will learn how to use gamification to gain a better understanding of what’s going on in teams. Individuals share what they have learned from working in teams, what has impacted the team’s safety and culture, and what has led to positive change.
Different game formats will be played in groups in parallel. Examples are an ice-breaker to get people talking about psychological safety, a constellation where people take positions about aspects of psychological safety in their team or organization, and collaborative card games where people work together to create an environment that fosters psychological safety.
Collapsing Narratives: Exploring Non-Linearity • a micro report by Rosie Wells
Insight: In a landscape where traditional narrative structures are giving way to fragmented and non-linear forms of storytelling, there lies immense potential for creativity and exploration.
'Collapsing Narratives: Exploring Non-Linearity' is a micro report from Rosie Wells.
Rosie Wells is an Arts & Cultural Strategist uniquely positioned at the intersection of grassroots and mainstream storytelling.
Their work is focused on developing meaningful and lasting connections that can drive social change.
Please download this presentation to enjoy the hyperlinks!
Artificial Intelligence, Data and Competition – OECD – June 2024 OECD discussion
Artificial Intelligence, Data and Competition – OECD – June 2024 OECD discussionOECD Directorate for Financial and Enterprise Affairs
This presentation by OECD, OECD Secretariat, was made during the discussion “Artificial Intelligence, Data and Competition” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/aicomp.
This presentation was uploaded with the author’s consent.
Pro-competitive Industrial Policy – LANE – June 2024 OECD discussion
Pro-competitive Industrial Policy – LANE – June 2024 OECD discussionOECD Directorate for Financial and Enterprise Affairs
This presentation by Nathaniel Lane, Associate Professor in Economics at Oxford University, was made during the discussion “Pro-competitive Industrial Policy” held at the 143rd meeting of the OECD Competition Committee on 12 June 2024. More papers and presentations on the topic can be found at oe.cd/pcip.
This presentation was uploaded with the author’s consent.
原版制作贝德福特大学毕业证（bedfordhire毕业证）硕士文凭原版一模一样
原版一模一样【微信：741003700 】【贝德福特大学毕业证（bedfordhire毕业证）硕士文凭】【微信：741003700 】学位证，留信认证（真实可查，永久存档）offer、雅思、外壳等材料/诚信可靠,可直接看成品样本，帮您解决无法毕业带来的各种难题！外壳，原版制作，诚信可靠，可直接看成品样本。行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备。十五年致力于帮助留学生解决难题，包您满意。
本公司拥有海外各大学样板无数，能完美还原海外各大学 Bachelor Diploma degree, Master Degree Diploma
1:1完美还原海外各大学毕业材料上的工艺：水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠。文字图案浮雕、激光镭射、紫外荧光、温感、复印防伪等防伪工艺。材料咨询办理、认证咨询办理请加学历顾问Q/微741003700
留信网认证的作用:
1:该专业认证可证明留学生真实身份
2:同时对留学生所学专业登记给予评定
3:国家专业人才认证中心颁发入库证书
4:这个认证书并且可以归档倒地方
5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息
6:个人职称评审加20分
7:个人信誉贷款加10分
8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才
ASONAM2023_presection_slide_track-recommendation.pdf
Presented at the 2023 IEEE/ACM International Conference on
Advances in Social Networks Analysis and Mining.
Recently uploaded (20)
Mastering the Concepts Tested in the Databricks Certified Data Engineer Assoc...
Mastering the Concepts Tested in the Databricks Certified Data Engineer Assoc...
Competition and Regulation in Professions and Occupations – ROBSON – June 202...
Competition and Regulation in Professions and Occupations – ROBSON – June 202...
Competition and Regulation in Professions and Occupations – OECD – June 2024 ...
Competition and Regulation in Professions and Occupations – OECD – June 2024 ...
Carrer goals.pptx and their importance in real life
Carrer goals.pptx and their importance in real life
Suzanne Lagerweij - Influence Without Power - Why Empathy is Your Best Friend...
Suzanne Lagerweij - Influence Without Power - Why Empathy is Your Best Friend...
Mẫu PPT kế hoạch làm việc sáng tạo cho nửa cuối năm PowerPoint
Mẫu PPT kế hoạch làm việc sáng tạo cho nửa cuối năm PowerPoint
Artificial Intelligence, Data and Competition – SCHREPEL – June 2024 OECD dis...
Artificial Intelligence, Data and Competition – SCHREPEL – June 2024 OECD dis...
Artificial Intelligence, Data and Competition – LIM – June 2024 OECD discussion
Artificial Intelligence, Data and Competition – LIM – June 2024 OECD discussion
Pro-competitive Industrial Policy – OECD – June 2024 OECD discussion
Pro-competitive Industrial Policy – OECD – June 2024 OECD discussion
Artificial Intelligence, Data and Competition – ČORBA – June 2024 OECD discus...
Artificial Intelligence, Data and Competition – ČORBA – June 2024 OECD discus...
Why Psychological Safety Matters for Software Teams - ACE 2024 - Ben Linders.pdf
Why Psychological Safety Matters for Software Teams - ACE 2024 - Ben Linders.pdf
Collapsing Narratives: Exploring Non-Linearity • a micro report by Rosie Wells
Collapsing Narratives: Exploring Non-Linearity • a micro report by Rosie Wells
Artificial Intelligence, Data and Competition – OECD – June 2024 OECD discussion
Artificial Intelligence, Data and Competition – OECD – June 2024 OECD discussion
Pro-competitive Industrial Policy – LANE – June 2024 OECD discussion
Pro-competitive Industrial Policy – LANE – June 2024 OECD discussion
ASONAM2023_presection_slide_track-recommendation.pdf
ASONAM2023_presection_slide_track-recommendation.pdf
PdM in Enterprise Business Development
- 1. PdM in enterprise business development November 2018
- 2. Client Partner Head of Financial Services Lab, SoftServe MSTM LvBS alumni MS in Finance MS in Law linkedin.com/in/antoninaskrypnyk
- 3. WHERE PDM MIGHT FIND HIMSELF TO BE - We pitch about us, our skills and expertise - We pitch about product advantages and impact to client’s business - Client owns product’s idea and business context - We own the initial idea and product business context - We might advice but not finger point directly - We configure and customize our product to align with clients business ‘as is’ - We have to show value of our work and us being on- boarded - We have to show value of the product and its capabilities WE DEVELOP PRODUCT FOR ENTERPRISE CLIENT: WE SELL OUR PRODUCT TO ENTERPRISE CLIENT:
- 4. PAIN POINTS AND CHALLENGES • Low trust to outsourcers • Tend to ‘lock’ business ownership ‘in da house’ • Competition between in house PdM and vendor PdM • We have PdM in here, we need yours just to track requirements/write user stories etc. • Low or no access to up to date context and changes in strategic information • Limited access to ‘proper’ stakeholders • Low eagerness (or unobvious security issues) in sharing business related or sensitive information • No internal alignment at the client side on product strategic vision or critical items DEVELOP PRODUCT FOR ENTERPRISE CLIENT
- 5. PAIN POINTS AND CHALLENGES • Long sales cycle and decision making reiterations • Unpredicted stakeholders changes • Severe procurement and IT&S infrastructure integration requirements • Each enterprise is a unique ecosystem, requiring even ideally matching product to be ‘mapped’ on it • Clear product value articulation to business stakeholders – advantages, impact, outcomes, threats, - in different types of pitches • ‘We talked to X/Y/Z competitor, they have this, and you don’t’ • ‘What if your product does this? – Do you need that? – Not really, but still does it?’ SELL PRODUCT TO ENTERPRISE CLIENT
- 6. ENTERPRISE COMMUNICATION PITFALLS • Transparency with all stakeholders involved (no politics playing, cause you will definitely lose, you will leave and they will stay) • Only official communicational channels for stakeholders alignment (all is good until is good, ‘…I have no clue of that, show me where it is in the meeting minutes’) • Italian strike from unaligned or conflicting stakeholders (Yes I will, … and nothing happens after for weeks/months, indirect ignorance)
- 7. BLACK SWAN EVENTS • C-level decision maker to join the remote demo call unexpectedly (Always use and check the camera) • Stakeholders conflict (‘…the Program owner is just escorted out of the building…’) • Merges & Acquisitions/ Org transformation/ Strategic Partnership/ Executive Sponsorship • The competitor re-bided with product zero price for Client’s Logo Reference (Possible internal deep connection) • Congratulations, business made a full ‘buy in’. Say hello to our Malaysian Procurement third party.
- 8. PDM ‘TO DO’ LIST • Be engaged, proactive and initiative in problem solving/issue approaching/risk detecting etc. • Be committed to clients’ success with you. Not to just doing for the sake of doing • Build informal relationships and do maximum networking/radiance inside • Ask. Receive answer. Clarify and revalidate. Repeat • You are there to ease their pain and living • Be flexible. They might really don’t know what they want • Be politics agnostic. You are there to bring value to all of them • Be stress resistant • Be ready for context change even at the strategic level. Все так не буде