We Have To Support Every Line of Production Code Forever
In the heat of an enterprise deal moment, it’s easy to think very short-term about the long-term costs of…
Enterprise
11 posts
Revenue Goals are Not Company Strategies
We’re in the Silly Season: companies of all sizes are doing annual planning — intending to lock down 12 months…
Mismatched Expectations: Product Information and Sales Teams
Lately, I’ve been writing a lot about entirely predictable goal misalignments between the maker side (product, engineering, design) and…
Interview: How to Prevent Product Waste
UserTesting's Mike Mace interviewed me for The Center for Human Insight and produced this long-form post. We covered…
“A Working Request Process Should End in YES” (aka Incompatible Worldviews)
Enterprise Sales/Solutions teams see the world one customer at a time; Product/Development teams see cumulative market impact and aggregate technical demand. These are fundamentally in conflict...…
Lying To Customers
I have a narrow, somewhat puritanical view about product manager conversations with customers and prospects: we should never lie to…
Podcast: Execs Don’t Always Know What Users Need
Jay Stansell [https://productcoalition.com/] has been on a European podcast tour
[http://podcast.productcoalition.com/559705]: meeting and recording…
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…
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…
Understanding Enterprise Product Companies
I’m often asked by B2C product managers how B2B companies are different, or
about switching between the two. Here…
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.…