What: Understanding Enterprise Product Companies
Host: PMC, the Pacific Northwest Product Management Community
When: Monday, 25 March 2019
Where: Galvanize, 111 South Jackson Street, Seattle, WA 98104
Cost: Free for Members, $15 for Non-Members.
Companies building enterprise tech products are different from companies building mass consumer tech. Large-ticket deals, long sales cycles, name-and-face customer relationships, and complex buying processes shape what we build and how we bring it to market.
Having a hundred customers each spending $1M/yr is a radical departure from a million customers each spending $100/yr. We had a lively session about how this changes company-wide behavior and how it shapes product management.
Thanks to Christoph Janz for this thoughtful picture (at left) and discussion about how consumer companies scale differently from SMB and enterprise companies. It was a perfect jumping-off point for my talk.