We design IT Nation to inspire you to pursue better business practices. Our entire mission is your success. Part of how we achieve this includes attracting top thought leaders to share their insights with you. (more…)
A few tiny mistakes can totally botch your product launch. We want to give you the best chance at product development glory. So, we’re opening up our playbook to share a few lesson learned.
Ever heard of Colgate entrees? Yeah, Colgate, like the toothpaste. Probably not. This well-documented product flop occurred because most people didn’t think a toothpaste brand could make frozen foods that would tantalize the taste buds. The whole thing just left a bad taste in consumer mouths. After mediocre sales, the product disappeared.
So what can we learn from this? Plenty. Here are the 6 most common product development mistakes: (more…)
Years ago, I was asked to join a meeting in Toronto to discuss a strategy for pursuing a major program in Eastern Europe. I was VP of Sales for a manufacturer, and one of the vertical market managers on my team was being asked by an integration partner to join in the pursuit—a very time-consuming and expensive pursuit.
No matter how hard I tried, I could not find the program to be a qualified opportunity worth the investment. As I continued to ask questions, I increased the tension in the room to a point of discomfort, but I had to understand the data.
Then, the integrator’s senior manager leaned over the table and stared down at me as if he were 10 feet tall, and deliberately said to me: “Son, you are much too young to understand this, but data doesn’t win programs like this, relationships do.” (more…)
Go to Market.
Look at you! You’ve R&D-ed your product, conceived and realized it, and developed and built it. That means there’s only one thing left to do: go to market. And that’s exactly what we’re about to dive into.
After months (or years) of testing, tweaking, and arguments about the product name and color scheme, you’ve finally decided it’s ready. So what happens next? (more…)
With the advent of various methods of generating leads, I’ve felt a bit of a pushback from sales leaders on inbound marketing programs. I keep hearing that their sales people are flooded with unqualified leads.
Yes, read that again; I really wrote that statement. Many people are upset about having ‘too many leads.’ I’d like to pick on them, but I can’t. I wouldn’t want my senior sales people chasing leads that don’t matter either.
But maybe the leads aren’t the problem. Maybe the problem lies in how they’re being managed. Having ‘too many leads’ is not a bad thing. This is like saying that too much money is a bad thing. Money is awesome as long as you have the character, intelligence, and discipline to enjoy it. It’s the same with leads.
There is no such thing as too many leads, but not having the appropriate lead-qualification system (more…)
Hiring can be a grueling process. Industry expert Alex Rogers discusses indicators and red flags that you should look for during the resume review and interview process when you are hiring a sales person.
A few red flags include:
· High Salary
· Background check (more…)
Design & Build
Thanks for coming back for part three of our product development series. Missed part one or part two? Now that you’ve completed your R&D, and conceived and realized your product, it’s time to design and build.
In this third installment to the Crash Course in Product Development, we’ll share best practices for designing and building your new product or service. (more…)
Understand what you must have before hiring a sales person. Industry expert, Alex Rogers, has spent the last 22 years figuring out how to get the most out of sales people and one of the keys to his success is knowing the 5 must haves that need to be in place before going down the path of hiring sales people.
The topics discussed include:
· Product offering
· Sales process
· Training/Road Map
· Cash flow (more…)
It’s been a very exciting first half of the year for ConnectWise. We’ve successfully deployed three new versions of ConnectWise using our new agile development processes, we’ve introduced new products and services, and we’ve opened new offices all around the world. Our number one priority is now, and always will be, to provide our partners with the tools they need to help their business succeed.
Through those efforts, it’s always extremely satisfying to be recognized by the media and various committees to receive awards for the work we do. We’ll be honest, we feel on top of the world, but are also humbled by all the accolades we received this year.
Below is a sampling of awards received through the first half of 2014 that recognize ConnectWise in many areas, including business performance, leadership, and company culture. (more…)
Conceive & Realize
Welcome to part two of product development! In part one, we talked about what key areas R&D should identify. But today, we’ll talk about the next step: conceiving and realizing.
So you’ve done your research. The market can sustain your product. It solves a big need your customers have, and you think you can solve it in a unique way that will save customers time. Awesome! Now, it’s time to make it real. (more…)