How to Shorten the Time to Value (TTV) of a Product in B2B

You may have launched a full product or, agreed on terms for a conditional purchase, or a customer might have purchased your product in full. But if your product takes a long time to demonstrate value, it will significantly impact your ability to learn, and

How to Iterate Product Value to Reach Product/Market Fit In B2B

“The first prototype isn’t meant to show a solution. It’s to show that you don’t yet understand the problem.” – Clay Shirky, Author Silicon Valley Group founder and product management expert Marty Cagan says that there are two inconvenient truths in products: At least half

How to Find an Internal Change Agent to Make the Sale in B2B

To be able to get a sale through, you need to start by finding the person with the motivation to get the solution purchased. That person is often the internal change agent—sometimes called the champion, or coach. Change agents are willing to stick their necks