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A B2B Product Management Story: on discovering problems that customers actually care about

Very visual story thread👇🏾

 Our story starts with a new product idea

PM diligently talks to customers about whether this product will solve their problems
Customers say yes!
PM reports findings to the executive team

There's excitement

Staffing obtained 🙌🏾
🎉🎊
Hardly any customer adopts it
At the next product review:

PM directs attention towards positives:
“Here’s what we’ve learnt”

Learnings usually include:
“Our MVP isn’t sufficient. We need to make it easier to implement & adopt. We need features X, Y, Z”
PM gets mandate to build said features
https://t.co/t3lqjMDUkH
https://t.co/Br3jhoc28P
Adoption is still anemic😐
At next product review:
Sales & Marketing start getting implicated

PM says:
“We know from talking to customers that we have the right product. We just need to improve our Go-To-Market strategy.”
Executives & the PM are “pot-committed” at this point.

Ideas about how to better sell the product are discussed: reduce prices, cross-sell, bundle, email campaigns, re-organize the Sales team, etc.

Changes are made.
https://t.co/FsWY30Js4o
Still no growth😟
By this time, original PM has left the team

A new PM joins. Starts with a “customer listening tour” in first 90 days

Identifies some additional issues

Presents new findings & recommendations to the executive team

Gets mandate to execute on revised plan
Now what?

Go back a few tweets

Repeat the steps a couple more times
More things shipped

Still no growth

And then...
Ultimately:

Executive team decides to sunset the product

Learnings are captured and shared widely in the org

"We haven't failed, we have learnt"

Of course, Edison is quoted at some point
So, what really happened here?

Many possible reasons for this saga, but the most common ones:

(A) The product should not have been built in the first place

(B) The original product was ill-conceived & the later pivots had to inherit this original error

Let's look at (A)👇🏾
The product solved *a* problem

But not *the* problem
Often, product teams want to be in the top right quadrant
But, there's more to the puzzle
We need to understand this

And remember it
Daniel Kahneman said:

“Nothing in life is as important as you think it is, while you are thinking about it”

This is the Focusing Illusion.
The Focusing Illusion, in business:

“Nothing in business is as important as it actually is, while you are talking about it.”
When you talk to a customer about a specific problem, they will naturally “focus” on that problem, at the exclusion of other problems they (or their business overall) is facing.

With this focus comes a disproportionate emphasis on solving THAT specific problem.
A good solution here:
Customer Problems Stack Rank (CPSR)

Ask the customer to stack rank the problem vs. the other problems they are trying to solve for their business & org.

Also get the CPSR from other personas involved: VP Support, VP Mktg...

You are now closer to truth.
The lesson
Huge thanks to @shaunemiller for collaboration on this thread.

The excellent visuals are all Shaun.

Any mistakes are entirely mine.

Consider following Shaun at:
@shaunemiller
B2B Product Management Story, in 1 tweet
Back to the top of this thread:
https://t.co/HIAu8K8IxE
Want more details on solutions?

Check out the original non-visual thread, from this tweet onwards:
https://t.co/fmDQG4I9c5
If your B2B product can consistently:

A) Prevent the buyer from getting fired, or

B) Help the buyer get promoted, or

C) Very directly earn them more revenue

you might be on to something big.
More tips 👇🏾

How will the buyer get promoted?

https://t.co/mhzk2ixwtL
A thread on thinking about B2B products
https://t.co/SCHx45MoQ9
Think like a marketer
https://t.co/0TeeUVqNQZ
Understand the competition
https://t.co/2002Qt6p7K
Be rigorous with segmentation
https://t.co/HVMnmKLisd
Be intentional about positioning
https://t.co/sDs4G73LHR
Probably the most important thing to remember about most B2B products
https://t.co/v1rlvx5qsO
Working on B2B products at a product-focused company is fun for product people who get energized by business impact *and* want to build superb products
https://t.co/WKNRbW4uty
The Focusing Illusion is one of 7 cognitive biases of product managers and product teams.

Check out this thread to learn about the other cognitive biases and increase odds of product success:
https://t.co/ayOLSo6REr
If we are talking about product success, it's important to recognize the role of the market.

A short thread exploring this:
https://t.co/wPWFwCcoW1
Executing well on an important problem is a necessary but not sufficient condition for business impact. Should also have a rigorous strategy. You don't *have* to write it down, though it often does help align the team better.

A thread on product strategy:
https://t.co/th9ciAKnik

More from Shreyas Doshi

Shreyas Doshi
Shreyas Doshi
@shreyas
A thread of product management frameworks:

(this might be useful if you are a product manager, product leader, or founder)

Before we jump in:

Frameworks will not fix all your problems.

Used right, they should help you
1) better understand your context
2) create structure for problems
3) communicate ideas & solutions

I often use these frameworks in my product work, sometimes without realizing it.

1/
3X framework (Kent Beck)

A product can be in one of 3 stages
1. Explore
2. Expand
3. Extract

For product leaders this is the most vital framework to understand because almost every important decision should account for the stage your product is

Examples of decisions you can make more rigorously with the 3X framework:
- optimize for inputs, outputs, or outcomes?
- set more qualitative or quantitative goals?
- how to measure progress?
- what skills to look for?
- how to evaluate PMs'

2/
5Qs for product rigor

1) Who is the customer?
2) What is the problem/opportunity?
3) What is the main customer benefit?
4) How do you know customers want this?
5) What is the customer experience?

This framework provides useful structure for product proposals, reviews, etc.
PRODUCT
Shreyas Doshi
Shreyas Doshi
@shreyas
🗓️Recap of March 2021 content

Includes:
Solve THE problem
3 types of product leaders
Levels of product work
Getting work done
“I don’t know”
Good people, bad managers
Customer segmentation
LinkedIn Envy
On communication
Important definitions
Life-changing books
& much more..

👇🏾

A story that often plays out when we are not rigorous enough about the importance of the customer problem our product


The 3 types / hats / modes of product


An extremely important observation about product


A thread on getting work
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Shreyas Doshi
Shreyas Doshi
@shreyas
Why does Your Manager’s Manager (YMM) request a deck/doc during a meeting, says it’s urgent, and then doesn’t respond for days after you create & send it?

Or, why does YMM often respond with trivial feedback (e.g. formatting) & not substantive feedback?

Answers in this thread👇🏾

Have you set an entirely new password on a site & said to yourself: “surely, I’ll remember it becos this site is so important for me”. Have you then gone on to forget that password the very next week?

Me too.

The reason for YMM’s odd behavior & my password optimism is the same.

That reason is the Focusing Illusion, first described by Daniel Kahneman.

The Focusing Illusion:
Nothing in life is as important as you think it is while you are thinking about it.

When YMM asked you to create that doc as one of the follow up actions during the Product Review, YMM fell prey to the Focusing Illusion.

Trust me, YMM had no intention of making you do busywork.

YMM truly believed that it was very impt & urgent to create that doc & review it.

This was YMM’s conception of how much of their future time was appropriate to spend on the item for which they requested that doc (Item A):
FOR LATER READ
Shreyas Doshi
Shreyas Doshi
@shreyas
A surprisingly high % of stupid arguments & fights on Twitter are rooted in a tiny number of fairly obvious fallacies.

Stupid arguments & the fallacies that feed them, a thread:

Fallacy 1/

Just because it’s true that all squares are rectangles, you argued that all rectangles must be squares. (And you did it with so much swagger.)

Example of Fallacy 1

X says: Successful people aren’t afraid of hard work.

Y argues: That’s BS. I work 90 hours a week at Tech Co and am still stuck in this dead-end job.

Fallacy 2/

Just because you found an exception to a general pattern, you argued that the entire pattern is false.

Example of Fallacy 2

X says: Venture capital is useful for startups.

Y argues: Not true. Foo’s startup took VC money and they crashed & burned.

Z piles on: I agree with Y. In fact, Bar’s startup did not take VC money and it’s worth a bajillion.
ARGUMENT
Shreyas Doshi
Shreyas Doshi
@shreyas
@david_perell @readwiseio save thread
MENTAL

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Vibhu Vashisth
Vibhu Vashisth
@VIBHU_Tweet
ANCIENT BHARAT WAS CALLED VISHWAGURU, AND IT REALLY DESERVED IT.

India had a well developed education system centuries before the westerners arrived and called us uncivilized. Education was always given a great importance in Indian civilisation since times immemorial.


Ancient India had the Gurukulas and Ashramas as the epicentres of the knowledge and enlightenment. Bigger Gurukulas served as the centres of higher education called universities. Besides these universities, temples also emerged as the major learning centres.

Studying the Holy Scriptures, character building, personality development, responsibilities towards self,family and society,discipline and preservation of the ancient culture and heritage were the key embodiments of education.

This kind of education system made ancient India, a centre of knowledge all over the world. Many foreign students came to India for education and India was called the 'Vishwaguru'.
Takshshila and Nalanda were the two prominent universities of ancient India.


But were these only Universities of ancient India?The answer is 'No'.Let's learn about these gems of our education system that flourished across ancient India & be proud.

NALANDA UNIVERSITY
This was the oldest university of ancient India.Situated in Nalanda distt. of Bihar...
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Vibhu Vashisth
Vibhu Vashisth
@VIBHU_Tweet
RISHI PINGALA:THE ANCIENT INDIAN SAGE DISCREDITED FOR HIS MAJOR CONTRIBUTIONS TO MATHEMATICS & PHI

Have you ever heard about,"The Golden Ratio"?
The Golden Ratio or Phi(Greek) is a mathematical ratio of nature. Mother Nature is the most exquisite artist in herself.


&Its this Phi she uses to create all the beauty in World.
If anyone uses this ratio correctly in their art,it can turn into a spell-binding piece of work.Such is the significance of'Phi'.But my thread isn't about it.Its about somethin called'Fibonacci Series'&who actually made it


Phi is related to Fibonacci series(0,1,1,2,3,5,8,13,21,34...)
&this series is responsible for everything dat is beautiful on this planet. Just try to calculate the ratio of any 2 successive numbers ÷ each of them by the number before it in above infinite series.

E.g. 3/2=1.5, 5/3=1.666, 8/5=1.6, 34/21=1.61904 and so on. Did you notice something? The ratio is coming almost same every time. This ratio is called 'Phi 'which is numerically represented as 1:1.618. This Golden Spiral is made in exact proportion of 1:1.618.


The thing I want to emphasize here is that we always find only those things appealing and attractive that have Phi. It's in our subconscious. Isn't it some revelation? We are the part of this Divine proportion of the God or the Mother Nature. Check these:
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Vibhu Vashisth \U0001f1ee\U0001f1f3
Vibhu Vashisth 🇮🇳...
@VIBHU_Tweet
Did you know?

Rani Bhabani was the Queen of Natore, Bengal or 'Natorer Rani' as she was famously called. She made great contributions in Tarapith & renovated Benaras.

In Varanasi, Durga Kund Mandir was constructed by Rani Bhabani in the 18th century.


Born in Chhatimgram village, Bogra District,Her father's name was Atmaram Choudhury.Bhabani was married off to Raja Ramkanta Moitra,the then zamindar of Rajshahi.After his death, Bhabani became the zamindar, and started being referred to as Rani.She was known as Ardhabangeshwari.

A woman as a zamindar was extremely rare in those days, but Rani Bhabani managed the vast Rajshahi zamindari most efficiently and effectively for over four decades.
Maharani Bhavani was very pious in her personal life. She passed her life in a strict disciplined way.


She conducted the administrative work skillfully. As a Maharani she was an impartial judge. Rani Bhavani had a very hard time during the fag end of her life. The Zamindari (estate) incurred serious loss due to the change of the revenue policy of the company.

In spite of being the owner of a large Zamindari (estate), she had to depend on the stipend of the government in the later part of her life. The amount of this stipend gradually decreased and became Rs. 1000/- only in the end.
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Ax
Ax
@AchuthArora
@powerbeastt @buzz_chronicles @rattibha @SaveToBookmarks save as Movies
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Save To Bookmarks \uea00
Save To Bookmarks ...
@SaveToBookmarks
@buzz_chronicles @AchuthArora @OllieEmberson @rattibha No more missed tweet 😉!

I saved this tweet for you.

You must register on savetobookmarks .com in order to access and manage your bookmarks.
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1. There are more people added on the list of arrests and executions of famous people but no further intel is available at this time.

ARRESTS and EXECUTIONS OF FAMOUS PEOPLE 2020 UPDATED
Explanation of the latest military tribunal arrests and executions of famous people in 2020.

2. The tribunals are arresting these people in plain clothes. We saw the Obama’s arrest, although we didn’t know it was an arrest at the time. The arrest was done nonchalantly so as to not get noticed by the public.
All arrests of these famous people were done this way.

3. If the person is convicted of child sex trafficking, crimes against humanity or treason, they will be executed.
If the person arrested has evidence on someone else to help their prosecution, or is willing to help Trump, & they want to cooperate, they may be allowed to do so.

4. A sentence of execution down to life in prison may be accepted if their evidence is worth anything.
When a plea deal is done, the defendant must present evidence they have to make their sentence lighter. This information is given to the prosecution, defense, and to the judge.

5. If evidence is accepted, they are presented the plea deal. They will have to make a guilty plea to the crime with a video confession & written statement. That is how all plea deals work.

All famous people arrested were either treasonous or involved in satanic worship rituals.
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1/ Throughout my startup career, I’ve seen many founders have an aversion to sales. This is a mistake that can kill your startup.

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My System for momentum trading🧵:

1. Stock Identification:

Daily and Weekly Delivery Analysis using @mystockedge
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2. Stock Confirmation:

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1/n

3. Stock Participation:

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For long term swing, I exit when the RS of the stock goes below 0. Period.

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