Main takeaways:
-How to create delightful B2B products by wearing the customer's shoes
-The role of compliance, data, and instinct in unlocking Enterprise deals
-What is Hypergrowth and how to plan for Hyperscale
7. Enterprise products vs Consumer
The persona is different
The process is different
The metrics are different
The goals are different
The Product Manager is different
8. Meet Marcos.
He recently joined BigCo as a director
of Customer Success.
20 years into his operations career,
he’s used all the tools out there, and he
tirelessly takes over the Customer
Support tool wherever he joins. He’s so over software
bugs, he chooses not to
use a smartphone...
Oh, and his browser is
Microsoft Edge
Story for illustration purposes only
The Persona is different
9. Meet Alberto.
He just took his first job in BigCo as a
tech support agent.
He loves soccer, fortnite, and is
extremely savvy with software. He
likes to code and become a power user
of his software tools.
Alberto has the latest
iPhone, and... Google
Chrome.
11. “Validation interviews are to
Enterprise product managers
what A/B testing is to
consumer product managers...
A punch in the gut to the ego”
- Prateek Jain
13. Win by finding the goal
Enabling your customer to succeed and speed up
what they do is what makes you win. Most times
this means the success metrics are about helping
customers get more done in less time.
The goal will keep
changing positions,
but the direction
won’t change till
half-time i.e.
disruption
The goal is different
32. “If you want to get a free
product funded...
Find a way to connect it to
revenue”
- Prateek Jain
33. Remember
You set the priorities.
➔ Enterprise products
Need data as well as instinct
➔ Hyperscale
Features → Infrastructure
➔ Product Management
Finding order in chaos
34. Good luck!
I hope you’ll use these tips to go out and build
fantastic technology!
Stay in touch,
@prateekdhakra