This week I attended the TPMA (Toronto Product Management Association) monthly meeting: Are Your Sales Teams Truly Enabled to Sell Your Product? The speaker this month was Nicki Weiss, founder of sales effectiveness consulting company Saleswise. At the end of the meeting, Nicki left us with a challenge. Explaining that the most effective business relationships are actually triads, she challenged us to look at ways to include an additional person when we set up one-to-one business meetings.
An important though optional feature for your website or mobile app is providing your users a method to authenticate using social networks and/or to authorize you to have access to their information or social features. Facebook, Google+, Twitter, LinkedIn and others offer methods, often using an open protocol such as OAuth , for developers to implement user authorized access to their platform. There are a number of advantages for providing this, as well as a few things to consider.
The traditional business model of separated teams, or silos, for marketing, sales, development and support simply is no longer working for B2B companies. This business model is prone to a waste in resources, duplication of efforts and poor internal communication. On the other hand, a product focused business model can lead to not recognizing opportunities for additional sales opportunities to an existing customer base. So what is the alternative? To borrow and adapt a quote from the 90’s – it’s about the customer stupid. Though these independent functions are still necessary, the best organization is to align business operations and teams with a focus on a customer segment.
The one thing that having a foundation of experience in SDLC and Waterfall design methodologies has taught me is to have a strong appreciation of the requirements and design phase of the project. Agile methodologies focus on the same requirement/feature first mentality – bringing added value in prioritization of the requirements and chunking releases of these into smaller cycles.
Buy, Build or Partner is a business decision point where a company determines the best action to take to fill a gap in their market solution. Within this model, a company will develop a solution and core competencies around identified market problems. The build decision is based on the parts of the solution that aligns with their strengths, the buy decision on utilities and add-ons, and partner decision for anything else.
Having a company website is considered a necessity in a company’s marketing arsenal. Having that website be responsive to display appropriately on various devices is also crucial. I believe it is becoming increasingly important for companies to additionally provide their customers with a mobile App. I am saying additionally as this is a tool that can augment their existing digital presence.
With BYOD (bring your own device) becoming more and more prevalent in the business world, a new set of issues and opportunities are disrupting tradition IT departments. Business teams want choice in the tools they use to do their jobs and the devices they use them on. IT departments are concerned with security, consistency and manageability of business services. So how best to bridge the gap between these seemingly conflicting requirements?
When we use storytelling in our marketing efforts, making the customer the hero of our stories, then we can build community and be remembered.