Jobs • 7 min read Lying To Customers I have a narrow, somewhat puritanical view about product manager conversations with customers and prospects: we should never lie to…
Enterprise • 1 min read Podcast: Execs Don’t Always Know What Users Need Jay Stansell has been on a European podcast tour: meeting and recording product leaders in Cardiff, London, Copenhagen, Berlin, Munich…
Leadership • 8 min read Starter KPIs for B2B/Enterprise I’m often asked what KPIs B2B/enterprise product folks should use, or what OKRs they should choose. This is…
Innovation • 16 min read The Slippery Slope of Sales-Led Development Most product companies have a few things in their roadmaps that are specifically for single customers – I call these sales…
Product Management • 8 min read Understanding Enterprise Product Companies I’m often asked by B2C product managers how B2B companies are different, or about switching between the two. Here…
Leadership • 6 min read Hearing About Accounts, Listening for Segments In a well-run organization, each role has a single orientation; they either support individual customers or they support the market.…