B2B SaaS Product Teams Are Focused on the Wrong Things—and It’s Hurting Growth
Transform your product team from delivery centric approach to revenue centric Today, I want to write about something controversial. B2B SAAS Product management teams often focus on the wrong things: Delivery, Agile, Sprint Planning, Burndown Charts. These are all vital aspects of managing a team, but the truth is, they often distract from what truly […]
Do you follow your company’s numbers?
Top 5 company numbers for product managers to follow Last week I wrote that PMs are responsible for growth. There are 7 levers of growth at your disposal. But in order to keep track of progress, you need to measure the business growth. PMs have their own metrics like activation, adoption, usage etc. Those are […]
B2B Product Managers guide to revenue growth
Building products in b2b for revenue growth Product managers primary goal is to grow the business. It’s not just to gather requirements. It’s not just to create stories for engineers. It’s not to just implement a product. The most critical goal is help grow the revenue for the product you are responsible for. Now, it does […]
Bridging the Confidence Gap with Enterprises
Learn the levers of growing the top line for your organization One of the issues a startup faces is the notion that they are too small for Enterprises. Young startups often face an uphill battle when trying to win the trust and confidence of enterprise customers. The most typical set of objections from Enterprises are […]
Key Metrics to follow for B2B PMs
How to orient yourself to become a revenue centric PM As a product manager, do you follow the company’s financial metrics? In both my previous jobs, I used to diligently follow the company numbers. Each quarter, our CEO or CFO would present the performance and health of the company. I used to note down these […]
B2B customers need more than a product
Ingredients for successfully working with B2B customers. Let’s discuss the nuances of building product for B2B and Enterprise customers. This is especially helpful for startups building in this space. You are building a B2B product. That’s great.But customers don’t want your product. They want a solution. What’s the difference? Let’s illustrate with an example. Imagine […]
A band aid is better than bleeding
Trade offs in short term vs long term decisions Recently I have been thinking about trade offs in product. The discussion about trade offs is something that is not spoken about much. I was watching Season 3- Episode 5 of “Halt and Catch Fire”. The two startup co-founders are arguing about a software issue which […]
Defending your B2B Product against revenue threats
How to stay ahead of threats to your product We build and launch products that customers love, and grow our revenues. We then hope that the customers will continue to shower their love for our product and continue to renew. In real life, your product is under constant threat. And hence it is critical to […]
Product drivers that impact profitability
As a PM, you can contribute to making your product profitable Today we are going to discuss how to build a products that generates revenue in a profitable manner. We will discuss Importance of profitability Decisions that impact profitability Your responsibility as a PM to improve profitability Let me start with a recent incident. I […]
Churn to Earn – products role in managing retention
How B2B Product Management Drives Business Growth by Improving Customer Retention In an earlier posts I had discussed the 6 levers of growth that a product manager has at their arsenal. When we say growth, we mean the growth of your business i.e revenue. Which lever is relevant depends on the stage of your company […]
