Learn more about each dysfunction and how a product management system can help you address and avoid them. If your product team is struggling, it could be one of the 10 dysfunctions of product management. The Product Science Podcast Season 5 is brought to you by ProductboardĬheck out their eBook: 10 Dysfunctions of Product Management And if you can sit here and explain why what you are doing is either going to help them hit those revenue goals or, at the very least, not hamper them from hitting those revenue goals, that's the thing. The thing with sales is they're very outcomes driven, they're typically responsible for driving some revenue number. I would say, to anyone who's working with enterprise sales team, they are your greatest asset because they are on the front lines and it became very apparent very quickly talking to the sales team that, oh, these are the issues that people have. So, you have to make a bet and sit here and say we have to have a high confidence level that this change is going to make a positive difference and roll it out and see what happens. Quotes from this episode Working with enterprise customers, they didn't like AB testing or the results would get heavily skewed. They began running experiments to see how they could drive recurring giving.Jason introduced pirate metrics (AARRR metrics) to the nonprofit so that they could start measuring more of their acquisition and referrals.Jason worked at Charity:water, which is a nonprofit that embraces technology in a way that’s atypical for nonprofits.What were Jason’s experiences working in product management at a nonprofit like? Understand the sales team is on the hook to hit revenue targets, so if you can explain how what you are doing will help them that goes a long way.Working with the sales team, Jason identifies target customers for early testing or the development of new ideas.For example, the sales team at Shutterstock was able to say the workflow doesn’t make sense, or that discovering new content was difficult.Recognize that the sales team has more qualitative data than you will ever have access to.Jason argues that if you are building enterprise products, the sales team is your greatest asset.How and why does Jason build a strong relationship with the sales team? Find the customers who are more enthusiastic about embracing innovation and use them to test new ideas before you roll changes out to the entire customer base.Any changes have to be really coordinated with the customer, so the product manager works closely with customer success to prepare the customer for any changes.Since you can’t do as much A/B testing or live experiments, you have to spend a lot of time with clients and with the call center data. The product management team has to work with lots of review and compliance steps. Jason has found that in particularly risk-averse industries such as mortgage servicing, it’s hard to run lean experiments.How has Jason found B2B to be different when it comes to product management and experimentation? Follow Holly on LinkedIn Questions we explore in this episode
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