Value Proposition vs. Positioning
A PM should know the difference Recently, during a product strategy class session, someone raised a question: “What’s the difference between value proposition and positioning? Are they not the same? Why not just use value proposition?” It’s a good question that gets to the heart of go-to-market strategy. While these terms are often used interchangeably, […]
Beyond Vitamins and Painkillers: The 4-Layer Product Urgency Spectrum
How to Build Your GTM Strategy Around the Product Urgency Spectrum The “vitamin vs painkiller” framework has become gospel in product management circles. The conventional wisdom is simple: build painkillers, not vitamins. Painkillers solve urgent problems that people will pay for immediately, while vitamins are nice-to-have supplements that are easily skipped. But this binary thinking […]
The Art & Science of Products
How great products don’t just work well — they help people work better Hi PMs and Founders. Recently I was in a prospect discussion who wanted to give Ziply a try. I was excited to showcase the features and how they might be able to benefit. I thought I had done my part. Then the […]
Building for Experience: The Overlooked Discipline in B2B Product Management
Customer experience is a differentiator and PMs are responsible for it Recently, I was teaching a PM class and one of the questions asked was how to manage the product for an already established and mature company. I suggested looking to avenues to grow the product to adjacent areas, capabilities, markets, segments. If you are […]
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 […]
