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Win/Loss Analysis for More Successful Products

Steve Johnson, Primary Intelligence
Most product managers think of Win/Loss analysis as something that sales people do. Something that only benefits the way vendors sell. But what can be learned about the portfolio, product, and feature set?
This webinar will highlight three critical touchpoints — before, during, and after an implementation — and explore the insights we can use for make better product decisions.
Join Steve Johnson of Primary Intelligence and Jon Gettinger of Accept Software for a discussion on improving your portfolio using “voice of the buyer” interviews. This will be a highly interactive session, so bring lots of questions!
This session will three important topics in win/loss analysis.
- The three critical post-implementation touchpoints
- A framework for “voice of the buyer”
- The four buying influencers (hint: the user is one too)
May 10 2012
61 mins
Win/Loss Analysis for More Successful Products
'product planning' 'product management' strategy
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  • Five Factors Behind Successful Products Recorded: Jun 21 2012 61 mins
    A recent global study of product teams found that there are five key factors that are common across high performance product teams. When these factors are effectively in place, product teams stand a 67% probability of achieving high performance. In their absence a miserable 2%!

    Join us on June 21st at 10:00AM Pacific for a cross-functional panel discussion with the study authors on each of these five factors from the perspective of product management, project management, and business analysis. Speakers include: Greg Geracie, president of Actuation Consulting and author of the global best seller Take Charge Product Management, Steven Starke, author of S.T.O.P The Project Management Survival Plan, and David Heidt, President of the IIBA Chicagoland Chapter.
  • Win/Loss Analysis for More Successful Products Recorded: May 10 2012 61 mins
    Most product managers think of Win/Loss analysis as something that sales people do. Something that only benefits the way vendors sell. But what can be learned about the portfolio, product, and feature set?
    This webinar will highlight three critical touchpoints — before, during, and after an implementation — and explore the insights we can use for make better product decisions.
    Join Steve Johnson of Primary Intelligence and Jon Gettinger of Accept Software for a discussion on improving your portfolio using “voice of the buyer” interviews. This will be a highly interactive session, so bring lots of questions!
    This session will three important topics in win/loss analysis.
    - The three critical post-implementation touchpoints
    - A framework for “voice of the buyer”
    - The four buying influencers (hint: the user is one too)
  • Improve Product Success with Open Innovation Recorded: Apr 26 2012 45 mins
    Open innovation is an incredibly powerful tool that companies can use to maintain market alignment with their products. However, these initiatives can be particularly difficult to incorporate into an organization’s pre-defined product planning process.

    Join innovation expert Jose Briones shares his approach to implementing open innovation in a way that will complement product planning processes and increase the chances of product success. This session will cover:

    1) Benefits of an open innovation process
    2) Use of software tools and social media for open innovation
    3) Open Innovation Case Study: How One Company has increased their ideas to market and accelerated time to market
  • Navigating the Gap Between Project and Product Management Recorded: Apr 19 2012 57 mins
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    In the recent Study of Product Team Performance, 2012, respondents cited a "collaborative partnership between project and product management" as a key factor in creating value in the product development process. However, the relationship between these functions remains poorly defined in most companies and in industry literature.

    During this session, you will learn to:
    - Clarify the leadership roles for both product and project managers in product development projects from planning to execution
    - Outline the importance of fully documenting the process used to produce your products to ensure appropriate alignment, hand-offs, and increased effectiveness
    - Introduce the 3 C's of project management and demonstrate the interrelationship between the product and project management life cycles from conception to retirement
  • Improving Product Team Performance Recorded: Mar 28 2012 60 mins
    In the recent Study of Product Team Performance, 2012, 88% of organizations report that they could be more effective in bringing products to market on time, on scope, and on budget. Come join us on March 28th and learn how your organization can become more successful at delivering products to the market.

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  • The Three Steps to Lean Product Management Recorded: Mar 8 2012 63 mins
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  • Strategies for Effective Product Roadmapping Recorded: Dec 15 2011 61 mins
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    •    Utilize strategic navigation skills to stay true to business strategy and market needs
    •    Use roadmaps as a strategic tool to capture and sustain customers, partners, and other stakeholders
  • Three Tips to Improve Your Effectiveness As a Product Manager Recorded: Nov 17 2011 62 mins
    The job of a product manager has become more challenging than ever before. There never seems to be enough time or resources to collect all of the necessary information and collaborate with key stakeholders in order to make mission critical decisions. We must find ways to build great products while working effectively with globally dispersed, cross-functional teams. Compounding the problem, almost every product manager enters the field from another profession and has to learn the job through trial and error.

    Join Greg Geracie, the author of global best seller Take Charge Product Management and president of Actuation Consulting, as he discusses these challenges and shares three key tips from his book along with the necessary context to apply these tips to everyday excellence in product management.
  • Bridging the Innovation-Execution Gap Recorded: Oct 27 2011 61 mins
    In many organizations, there is a gap between executive-mandated product strategy and the day-to-day operational decisions that take place as the mandate cascades down. Simply put, there is a gap between what should be done and what does get done.

    As this strategic mandate cascades down the management chain, busy executives focused on their own priorities, try to minimize "change panic" or force fit into existing structures and processes rather than create new operational approaches. The result: abandoning a bold new strategic vision for something safe and completely ineffectual.

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  • Introducing Innovation into Product Strategy Recorded: Oct 20 2011 61 mins
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  • Strategies and Practical Tools for Successful Product Development Recorded: Sep 21 2011 63 mins
    It’s not enough to get a product to market, you need to get traction. How do you avoid the hidden pitfalls that cause high-risk ventures to fail so readily? Learn new processes and new skills to build a fully integrated product development process and team. Join guest Patrina Mack to find out how to address best practice research and practical approaches to apply classic market segmentation and competitive benchmarking to identify your unique value add, prioritize market opportunities and/or features, prioritize your product roadmap to balance costs/timelines with customer pain points, and course correct through major and minor upheavals caused by unplanned events.
  • The Changing Dynamics of New Product Development Recorded: Sep 8 2011 62 mins
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  • Making the Case: Why Product Management is Critical to Company Success Recorded: Aug 17 2011 61 mins
    Product management is one of the few organizational functions that focus on long term strategic direction, while other functions typically focus on short-term, client to client, or quarterly results. This difference in perspective creates a tight linkage between strategic business goals that senior executives are focused on and what product management is chartered to deliver. 

Without an industry-wide agreed upon standard defining the product management roles and function, senior executives often end up determining the boundaries based on their past experience which shapes their expectations. This lack of industry-wide role clarity can often inhibit organizational success. The one common denominator is that senior executives expect the product management function to perform. Learn the importance of adopting a metrics-driven approach to enhance the relationship between senior executives and the product management organization throughout the product development lifecycle.
  • Drive Successful Product Development Collaboration Recorded: Aug 10 2011 63 mins
    Learn the latest techniques to successful product development collaboration.
    n this period of innovation - transformation happens at the speed of light and geographical and access barriers are fading; successful product development is driven by global collaboration. Companies must focus on managing product lifecycles while creating substantial advancement in introducing differentiated goods and services to fuel top-line growth. This is best accomplished through global collaboration of all areas in product development.
  • Leveraging Innovation Centers of Excellence Recorded: Jul 14 2011 62 mins
    Organizations struggle with the deployment and incorporation of innovation management – there is no consistent, well-defined framework for creating an innovation “discipline”.

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    Learn about:
    •Executive engagement
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  • Beyond Phase-Gate: An Innovation Portfolio Management Model Recorded: Jun 30 2011 61 mins
    Successful innovation management extends past an enhanced "value chain" rooted in portfolio management concepts; it needs to also focus on strategic priorities balanced with execution discipline. In essence, the goal of any portfolio-based approach is to maximize the value of the overall portfolio and to balance the strategic fit, timing and sequencing, investment risk, operational capability and resource capacity.

    Based on recent research conducted by the American Institute for Innovation Excellence, what's missing is a way to resolve pain points (and main points of failure) experienced by organizations when seeking growth via an innovation management strategy.

    Join us to learn how to:
    • Align your innovation approach to the overall organizational strategy
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    • Ensure successful and repeatable execution and delivery of individual idea-based initiatives
  • Real World Product Prioritization Strategies You Can Use Today Recorded: Jun 15 2011 62 mins
    Prioritization is a major responsibility of product management, and we are given rough guidance to prioritize by business value. But assessing value is easier said than done given today’s rapidly changing conditions. Maximizing business value means focusing not just on obvious ROI, but deciding where to invest now for maximum value later and with minimum risk. How do we maximize value while reducing risks and managing costs? In this session, we will discuss “real world” strategies and practices for portfolio prioritization.

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    1. What is “business value”
    2. Determining ROI
    3. Research techniques to assess value
    4. Prioritization when data is not available
    5. Strategies for mitigating risk & managing costs
    6. Understanding how value changes over time

    Join us at 10:00 a.m. Pacific Time/1:00 p.m. Eastern Time with Greg Cohen, author of “Agile Excellence for Product Managers” and “42 Rules of Product Management” as he shares tried and proven methods for easily assessing value and balancing risk in the product portfolio planning and development process.
  • Make Product Innovation Work for You Recorded: Jun 1 2011 60 mins
    Innovation today is very hard and complex. Multiple ideas from multiple stakeholders and multiple objectives requires multiple teams to execute in unison towards a common goal.

    The question is how to balance all this creativity with discipline? How can organizations shift from treating innovation as a one-time ‘invention’ event to an ongoing, real-time process that aligns execution dynamically with the ever changing corporate strategy?

    This type of strategic agility is no small feat and requires companies to undergo a fundamental change that drives dynamic decision making across the organization.

    Join us on June 1 for a special webinar as Carnegie Mellon University professor Chris Labash reveals how to make innovation doable, actionable, and sustainable.

    Learn why Next Generation Portfolio Management is the key to successful Product Innovation management in today’s complex economy.


    You will learn how companies can:

    - Do a better job of aligning execution with corporate strategies

    - Adapt quickly to changing market conditions

    - Institutionalize creative thinking

    - Balance creativity with a disciplined process

    - Advance good ideas and kill bad ones fast


    Make Innovation Work for You. Start the journey with Accept today.
  • The State of Innovation Portfolio Planning Recorded: May 25 2011 61 mins
    In today's hyper-competitive marketplace, a unified approach to portfolio management is critical for selecting the right product investments with the greatest commercial potential. However, there is a big difference between portfolio management theory and how it is typically practiced in leading corporations today. Join us as we discuss the findings from a joint study conducted by Accept Corporation & AIPMM as we share current portfolio challenges, practices and strategies of over 175 Product and Portfolio executives.

    Walk away with benchmarks, best practices and recommendations on how to make Innovation Portfolio Planning your key competitive weapon.
Accept Software. Product Planning for a Complex World
A uniquely collaborative approach to product planning that makes life easier for product professionals while transforming product outcomes.
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  • Live at: May 10 2012 5:00 pm
  • Presented by: Steve Johnson, Primary Intelligence
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