I joined Murray Robinson and Shane Gibson on their No Nonsense Agile Podcast to talk about the problem with sales-led development. (1 hour)
It's easy for B2B enterprise companies to fall into a sales-led development model where the majority of work is customization – starving the core product of resources for innovation, new features, quality improvements and technical resilience. The result is frustrated product/engineering teams, uninspiring products, low profitability, slow growth and difficulty getting follow-on investment. Fixing it requires product leaders to help executives understand that the economics of a product and service business are very different and they need to change their behavior accordingly.