Thomas, thank you. I'm sharing this post widely among my circle. In addition to product management, so many of the prevailing models within enterprise sales, marketing, and customer success remain collectively blind to the risk of peril within middle management. Our definitions of target markets, ICPs, and personas tend to flatten our view of the power dynamics within enterprises and the incredibly high stakes for buyers. It's an important lesson: when we're selling a solution with a business outcome, we're also selling career advancement (or the opposite).
THIS - The end goal is a business outcome. If that outcome is not obvious to those not actually using the product, you risk irrelevance. - A great reminder of the entire point of enterprise software that often gets lost along the way.
Greate read Thomas. It made me realize only during initial phases with new customers power dynamics are considered strongly to win large deals. And afterwards it is common to assume powerdynamics become irrelevant. While obviously (now) this stays relevant and is cruciaal for continuity in service.
Thomas, thank you. I'm sharing this post widely among my circle. In addition to product management, so many of the prevailing models within enterprise sales, marketing, and customer success remain collectively blind to the risk of peril within middle management. Our definitions of target markets, ICPs, and personas tend to flatten our view of the power dynamics within enterprises and the incredibly high stakes for buyers. It's an important lesson: when we're selling a solution with a business outcome, we're also selling career advancement (or the opposite).
Glad you liked it.
THIS - The end goal is a business outcome. If that outcome is not obvious to those not actually using the product, you risk irrelevance. - A great reminder of the entire point of enterprise software that often gets lost along the way.
Greate read Thomas. It made me realize only during initial phases with new customers power dynamics are considered strongly to win large deals. And afterwards it is common to assume powerdynamics become irrelevant. While obviously (now) this stays relevant and is cruciaal for continuity in service.