The Software Development Deli Counter

The revenue side of the house often believes that incremental budgets – or major deals – all that it takes to add new items at the top of the development queue. Like ordering a custom-built sandwich at the deli counter…

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7 Ways to Know That You Need a Head of Product

The “No Head of Product Syndrome” is where product managers are scattered throughout a complex organization, but lack an executive-level product leader who can to create conditions for success: drive good hiring/mentoring, create bits of semi-standard processes, and set achievable role/job expectations.

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Getting Developers’ Buy-In on Build versus Buy

Technical Build versus Buy decisions should be straightforward, but we need development collaboration and motivation to get these right. What emotional barriers do we hit, and how do we address them? And how do we become better students of organizational behavior?

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Selling Vs. Learning

Product managers must be part of the (enterprise) selling process. But selling and learning are hard to do at the same time with the same customer. How do we create separate learning opportunities with a wide range of customers and prospects to deeply understanding markets, segments and fundamental needs?

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Metrics for Product Career Schools?

Various product management schools, workshops and certificate programs strongly suggest that attendees will get jobs as product managers. Success metrics seem critical here, but are notably missing. “Of the people who’s already spent thousands of their own dollars on this course, how many are now working as product managers…?”

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Motivating Development Teams

Motivating development teams can be tricky: we can’t make developers work harder, we can only make them *want* to work harder. How do we set context, add meaning and connect teams to real users?

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Productivity vs. Responsiveness

Engineering teams focus on overall productivity and repeatability. Sales teams want account-level responsiveness. How can product managers mediate this inevitable conflict?

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Let’s Fire a Few of Our Customers

We may be over-investing in a few outlier prospects and neglecting our core customers. How do we frame this and get support to fire one or two?

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The DIY Illusion

It’s easy to believe that broadly available commercial products don’t give us exactly what we want, but that our internal team can quickly whip up precisely the right thing. This ignores some fundamental economics of software commercialization.

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What Do Recruiters Look For in a Product Management Resume?

Recruiters and hiring managers wade through a tall stack of incoming resumes, most of which are not at all a fit, and often miss subtleties. Strong candidates may need to work around the process to make an impression and get hired.

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