Tag: enterprise

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?

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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?

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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)?

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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.

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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.

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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?

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