Economics • 9 min read 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…
company strategy • 6 min read 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…
Executives • 9 min read 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…
Economics • 1 min read 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…
Economics • 12 min read “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...…
Jobs • 6 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 [https://productcoalition.com/] has been on a European podcast tour [http://podcast.productcoalition.com/559705]: meeting and recording…
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.…