Product Management Services | Murray International Consultants

Murray International Consultants (MIC) can work with you to establish winning business plans and review product portfolios to enable the right strategic decisions to be made and implemented. We understand the best strategies start with a solid understanding of a company’s strategic foundation and end with a clear plan for mobilising and delivering tangible results.

Many companies can make money on a one-time contract. Some companies consider this their strategic approach as it provides them with an acceptable return on their investment. However, most companies would prefer to boost this return considerably by delivering the same, or a slightly modified product or service, to 100 additional customers.

MIC can help you:

Understand the industry problem and the subsequent opportunities it provides you with
Our consultants will help you identify customer problems.

Define the personas and their problems
After a few onsite visits and studying and analysing all relevant data MIC can identify the key personas for your solutions, and the problems you need to solve. These problems drive the market requirements document. You must filter out the services that do not leverage your tools or your distinctive competence; leave these services to the generic companies. Do not cripple the definition process by presupposing software, hardware, or services - this decision will occur later in the planning process. Remember, implementation is in the specification, not the requirement.

Review the requirements
With the list of problems defined, we will arrange a team meeting of Product Management, Development and Professional Services so we can discuss how to approach the various customer requirements.

Identify Key Resources
For those problems that require onsite account understanding and customisation, identify the people in your services organisation who can best address these problems. Discuss the problems that you've encountered and ask that they create a specification and solution.

Design and package for repeatable sales
With the solution defined and staffed, the product manager or marketing manager can package them for sale. With understanding of the persona and the problem, the product manager defines pricing based on the problems, and creates positioning documents to drive sales sheets and other collateral. With repeatable services defined, sales people should never have to sell “off the price list.”

Think of your existing products as building blocks for new products and services. As someone at Black & Decker is purported to have said, “Remember no one wants a drill bit; they want a hole in the wall.” Your customers do not want your software tools; they want an implemented solution. A combination of software, hardware and services may be required to realise that solution.

For further information contact Murray International Consultants.