Product Managers & Sales People of the World Unite!

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    27-Aug-2014
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    Software

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How to unite your sales and product management teams to create an unstoppable force of market-crushing power, the likes of which the world has never seen. Background: Neglecting to use sales data to inform your product development process is a huge blunder. Consider the following... At least 10% of deals are lost because of poor product prioritization and/or ineffective coordination between Sales and Product teams. Only 2 in 10 B2B companies consistently use sales- and deal-related data to inform product roadmap planning. On average, companies spend 60 percent or more of their R&D budgets developing products that are never released or used by customers. The cost of failed products may be higher still. Overview: In this presentation, product people will learn how to turn annoying, unstructured feature requests into market gold. And sales pros will learn how to use pipeline revenue data to demonstrate the true value of their feature ideas. About Wizeline: Wizeline is a product intelligence company. Our SaaS-based solutions help companies leverage disparate data sources to build winning products that their customers love. Founded in 2013, the company brings together a team with decades of experience from the likes of Google, Ooyala and AppNexus.

Transcript of Product Managers & Sales People of the World Unite!

  • How to Unite Your Sales and Product Teams to Create an Unstoppable Force of Market- Crushing Power, the Likes of Which the World Has Never Seen SALES-INFORMED PRODUCT DEVELOPMENT
  • WIZELINE.COMWIZELINE.COM Y U NO BUILD MY FEATURE REQUEST? SALES TEAM
  • WIZELINE.COM One-off feature requests so sales guy can hit his number How a Product Manager Spends His/Her Time WIZELINE.COM Working on PRDs that no one will read Answering product roadmap questions Q3 strategy planning Candy Crush (Level 192!) JIRA Customer meetings Editing product marketing docs Engineering standups Documentation & release notes One-off feature requests
  • WIZELINE.COMWIZELINE.COM Here WHERE FEATURE REQUESTS USUALLY END UP WIZELINE.COM
  • WIZELINE.COMWIZELINE.COM Or here WIZELINE.COM
  • WIZELINE.COMWIZELINE.COM Or here WIZELINE.COM
  • WIZELINE.COM WHY THIS IS A PROBLEM 1. Great ideas and terrible ideas are treated the same way. ! 2. Its a total waste of pipeline and deal-related data, arguably a companys best signal for product development. ! 3. Ad hoc feature request management is aggravating for both Product and Sales. There must be a better way! WIZELINE.COM
  • WIZELINE.COM Build What Sells Sell Whats Built WIZELINE.COM
  • WIZELINE.COM STEP 1: CAPTURE ALL THE IDEAS & CUSTOMER NEEDS
  • WIZELINE.COM STEP 2: TIE EACH FEATURE TO REVENUE
  • WIZELINE.COM STEP 3: PMs PRIORITIZE ON REVENUE, KEY CUSTOMERS
  • WIZELINE.COM Automatic feature status updates Analytics on Closed/ Won Opportunities by completed key features Report on completed features by closed Opportunity value That feature you requested to close that deal. Whatever happened to that? When will those features be delivered? Which features were key to hitting this quarters number? WIZELINE.COM STEP 4: TRACK RESULTS & LEARN
  • WIZELINE.COM Faster decisions, more accountability. Improved communication, more transparency. Better product-market t. Happier customers. More moolah. WIZELINE DRIVES RESULTS WIZELINE.COM
  • S A L E S @ W I Z E L I N E . C O M WANTTO LEARN MORE? READ OUR BLOG! TRY WIZELINE! FOLLOW US ON TWITTER!