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    Why get bogged down with inconvenient registration pages when you don’t have to? You can sometimes buy an older version of the software at a lot cheaper price than the latest version.


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    This week, I was fortunate enough to receive a new opportunity within Pragmatic Marketing, and accepted a new role as Vice President of Products.It’s a rare occasion that the stars align and you’re able to do work you love for a company you love with a team you love – but that’s exactly how I describe working at Pragmatic.If you manage a product team, you could even gamify this process by offering a reward for the product manager who makes the most contacts. You could create a rolling road show or a “listening tour.” Go to your customers and host a breakfast, for example, or speak on a topic that’s useful and interesting to them.In doing so, you’re creating the opportunity to converse and learn about their pain points and needs.Or maybe they think about the problem in different terms and it’s time you started using different language. Trade shows and other events are about networking and talking to people—not just selling. You can call and say, “Hi, we met at XYZ event last week.For product managers events can be a perfect opportunity to learn more about your customers and whether you are positioning your product well in the marketplace. I’m doing some follow-up research, and you came to mind.Prior to Dell, I worked for Cisco, a company Cisco had acquired called Net Solve, and a startup called Net Streams, amongst others.

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    (If they don’t, then demo the solution to a different problem.) You might say: “Our product does a million different things, and obviously I can’t show all those to you right now.

    Maybe your sales people lure prospects in with a good pitch and then expect you to continue the conversation—maybe even close the sale.

    Frankly, a lot of product folks aren’t good at this. First of all, let’s change the way we approach events.

    I’d love to get 30 minutes to chat.” That request is easier to make if you’ve met and have started building a relationship.

    This can be vital to your research because you’re gaining information from potential customers. We typically think about event support as being driven out of marketing with the product team being there to support the marketing function. Let’s take event support to the next level and as product teams, create events of our own.

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