Lying To Customers
I don’t think that product managers should lie to customers or prospects. In enterprise selling cycles, though, there is a lot of gray space around what’s true enough. Can we draw some hazy lines?
June 27, 2020
Podcast: Execs Don’t Always Know What Users Need
In this podcast with Jay Stansell, we note that company executives often have very different perceptions of customer needs than the product management team. How do we understand this, sympathize, yet still bring balance evidence into C-level conversations?
March 16, 2020
Starter KPIs for B2B/Enterprise
There are no generic or universal KPIs, since every business has unique aspects. So if we want KPIs for a B2B/enterprise company, where would we start? And how do we avoid committing to improvements in metrics/KPIs before understanding our current scores (or situation)?
February 6, 2020
Dublin: Organizational Challenge of Enterprise Roadmapping
There are some inherent mis-alignments among internal stakeholders that can complicate enterprise product planning and roadmapping. How do we understand these systematically instead of as personal confrontations?
April 16, 2019
Seattle: Understanding Enterprise Product Companies
How does enterprise product management differ from mass-market consumer product management? We’ll look at organizations, politics and experiments… and why “experiments” mean very different things in B2C and enterprise/B2B.
March 25, 2019
Videocast: Transforming with Truly Effective Product Management
Vantiq’s Blaine Mathieu talks with Rich about digital transformation, software product management, waterfall, metrics, and CEOs as our primary source of customer input
March 19, 2019
The Slippery Slope of Sales-Led Development
Occasionally building something unique and small for a single customer makes sense. But enterprise software companies can easily fall into the habit of including custom work in too many of their major deals… with disastrous results. This (long) post lays out root issues and possible solutions.
November 2, 2018
Product Love Podcast with Pendo’s Eric Boduch
Eric Boduch hosts Pendo’s Product Love podcast. In this episode, we discussed enterprise vs consumer; roadmaps; organizations; chasing competitor features; DevOps; the need for product leaders to “merchandize” what product folks do; and being students of human behavior.
October 17, 2018
Understanding Enterprise Product Companies
Enterprise companies are structurally different from consumer and SMB companies, and product management tools are different – even though we have similar product/market goals. What should B2C product folks want to know before crossing over?
June 28, 2018
Understanding Enterprise Product Companies (Video)
How does enterprise product management differ from mass-market consumer product management? We’ll look at organizations, politics and experiments… and why “experiments” mean very different things in B2C and enterprise/B2B.
May 22, 2018
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