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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
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  • Five Factors Behind Successful Products Recorded: Jun 21 2012 61 mins
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  • Win/Loss Analysis for More Successful Products Recorded: May 10 2012 61 mins
    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!
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    - The three critical post-implementation touchpoints
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    - The four buying influencers (hint: the user is one too)
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  • Three Tips to Improve Your Effectiveness As a Product Manager Recorded: Nov 17 2011 62 mins
    Greg Geracie, President and Founder, Actuation Consulting
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  • Bridging the Innovation-Execution Gap Recorded: Oct 27 2011 61 mins
    Paul Williams, Executive Director, American Institute for Innovation Excellence
    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.

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  • Introducing Innovation into Product Strategy Recorded: Oct 20 2011 61 mins
    Chris Labash, Assistant Professor, Carnegie Mellon University
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    Come away with knowledge of how to introduce product innovation into your organization:
    - Transform innovation from a one-time transaction into a process
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    Patrina Mack, Managing Partner of Vision & Execution
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    Tom Grant, Senior Analyst, Forrester Research Inc.
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    Greg Geracie, President and Founder, Actuation Consulting
    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
    Therese Padilla, President AIPMM
    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
    Paul R. Williams, Research Director at the American Institute for Innovation Excellence
    Organizations struggle with the deployment and incorporation of innovation management – there is no consistent, well-defined framework for creating an innovation “discipline”.

    Join Paul R. Williams, Research Director at the American Institute for Innovation Excellence, as he shares his research on how best to implement a formal innovation management approach. Learn what these key “must-haves” are, and how this “Center of Excellence” approach will create a well-defined framework for innovation success.
    Learn about:
    •Executive engagement
    •Business discipline
  • Beyond Phase-Gate: An Innovation Portfolio Management Model Recorded: Jun 30 2011 61 mins
    Paul Williams, Executive Director, American Institute for Innovation Excellence
    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
    • Efficiently and effectively review, select and manage multiple promising ideas at once
    • 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
    Greg Cohen CPM CPMM, Senior Principal Consultant, 280 Group
    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.

    Areas covered will include:

    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
    Chris Labash, Professor at Carnegie Mellon University
    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
    Accept Corporation and AIPMM
    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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