When the Dog Wags the Tail

WHEN THE TAIL WAGS THE DOG!WHEN THE TAIL WAGS THE DOG!

ZIGZAG MarketingZIGZAG MarketingTM

HIGH TECH PRODUCT MANAGEMENT

John Mansour

How Does It Happen?How Does It Happen?

PMResponsibilities

SalesIssues

MarketingFire Drills

DevelopmentProblems

Customer Urgency

PartnerOpportunity

RFP’s &Demos

Product Manager

WHEN THE TAIL WAGS THE DOG!

Taking ControlTaking Control

1. Balance your team

2. Spread the knowledge

3. Have a complete strategy

4. Fence the sales force

5. Validate early and often

6. Communicate in plain simple English

WHEN THE TAIL WAGS THE DOG!

1. BALANCE YOUR TEAM1. BALANCE YOUR TEAM

A Balanced Product TeamA Balanced Product Team

BusinessProcessAnalysis

ProductDevelopment

ProductMarketing

ProductMgmt.

SalesSupport

Consulting Services

TechnicalSupport

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

CustomerImplementation

Technical Support

Plan Design & Build Market & Sell Customer Care

BALANCE YOUR TEAM

Headcount Vs. RolesHeadcount Vs. Roles

GOOD LUCK!

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

1 Person – 4 Roles

BALANCE YOUR TEAM

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

2 People – 4 Roles option 1

BALANCE YOUR TEAM

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

2 People – 4 Roles option 2

BALANCE YOUR TEAM

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

3 People – 4 Roles

BALANCE YOUR TEAM

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

4 People – 4 RolesEarly Stage Product/Company

BALANCE YOUR TEAM

Strategy &Planning

Functional Design

Build/Mfg., Q/A,

Package

Rollout &Readiness

DemonstrateSolution

Technical Support

4 People – 4 RolesMature Product/Company

BALANCE YOUR TEAM

2. SPREAD THE KNOWLEDGE2. SPREAD THE KNOWLEDGE

Internal TrainingInternal Training

Seminar Demo

Sales & MARCOM

Seminar Demo Customer Training

Pre-Sales & Product Marketing

Seminar Demo Product Certification

Services & Support

SPREAD THE KNOWLEDGE

3. HAVE A COMPLETE STRATEGY3. HAVE A COMPLETE STRATEGY

Strategy & VacationStrategy & Vacation

HAVE A COMPLETE STRATEGY

Typical StrategyTypical Strategy

Release 2 Release 3 Release 4

Comprehensive StrategyComprehensive Strategy

Approval &Communication

Corporate Objectives - Vision Market Analysis & Profiles

Technology Competition S.W.O.T.

A S S E S S M E N T

Go-to-marketStrategy

Strategic Alliances Product Roadmap Packaging

Pricing & Bundling

D E C I S I O N S

ROIOrganizational

Keys to Success

V A L I D A T I O N

18 – 24 Months

4. FENCE THE SALES FORCE4. FENCE THE SALES FORCE

FENCE THE SALES FORCE

One Direction For AllOne Direction For AllTarget

Markets

Product Development

Sales & MarketingTools

Product Roadmap

Value Proposition

Lead GenerationPrograms

PipelineCreation

Target Customer

Acquisition

FENCE THE SALES FORCE

5. VALIDATE EARLY & OFTEN5. VALIDATE EARLY & OFTEN

Validation PointsValidation Points

Problems To Solve

(Business Requirements)

Functional Design

Construction/Manufacturing Test & Q/A Packaging/Production

ValidateValidate Validate Validate

VALIDATE EARLY & OFTEN

BMW iDrive

3210bmw7-seriespassenge2002sedan-luxBMW 745iiDrive? No, you drive, while I fiddle with the controllerBy Andrew Bornhop • Photos by Ron Perry June 2002

$1 Now = $200 Later$1 Now = $200 Later

Cost of design changes50x – 200x

Harvard Business School: Secrets of Software Success

CostEarly

EarlyLateLater

6. COMMUNICATE IN PLAIN 6. COMMUNICATE IN PLAIN SIMPLE ENGLISHSIMPLE ENGLISH

Good MessageGood Message

COMMUNICATE IN PLAIN SIMPLE ENGLISH

No MessageNo Message

Before Any Feature…PAINBefore Any Feature…PAIN

1. Who am I (user role)?

2. What am I doing?

3. What’s the problem & why?

4. What happens if I don’t solve it?

YourSolution

John Mansour

QuantitativeMarket Analysis

Product Strategy

Release Planning

Handoff To DevelopmentDefine Value Anchors

Cross Organizational Planning Field Readiness & Rollout

Product LaunchMarketing Programs

Building ABalanced Team

ZIGZAG MethodologyZIGZAG Methodology

PRODUCT MANAGEMENT UNIVERSITY

Upcoming WorkshopsUpcoming Workshops

How To Lead With Product Management

San Jose, CA January 25-26 $995 per person

How To Create Powerful Product Demos

San Jose, CA January 27th

$695 per person

www.zigzagmarketing.com/registration.asp

Onsite WorkshopsOnsite Workshops

Priced for any size group

Topics of choice

Focus on creating deliverables

The ZIGZAG DifferenceThe ZIGZAG Difference

Faster time-to-benefitHands-on practice repetitions

Concepts applied to your products in the classroom

When the Dog Wags the Tail

Business

Transcript of When the Dog Wags the Tail

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