How to efficiently educate your field organization in the era of continuous knowledge
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A big part of product management is working with the sales organization ensuring that they get all the information needed in order to sell your product the way you want it to be sold. Whether you are working in a start-up or in an enterprise, a strong relationship and communication between the product team and the sales can be a real game changer. You can build the best product possible but if nobody knows how to sell then it’s doomed.
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How to efficiently educate your field organization in the era of continuous knowledge
- 1. How to efficiently educate your field organization in the era of continuous knowledge @bendet_ori
- 2. The World is running Faster than ever 40K hours listened 266K hours watched 481K tweets sent *per minute 1.1M swipes Source: http://www.visualcapitalist.com/internet-minute-2018/
- 3. The Need for Speed 53% of organizations reporting pressure to release applications more quickly Source: “2018 State of DevOps research report”
- 4. The Need for Speed 200x more frequent deployment changes in IT performance of high performers Source: “2017 State of DevOps research report”
- 5. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing 77% answering sales questions by emails 47% creating internal sales tools 71% are measured directly by their products sales
- 6. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Frustrations Unsatisfied customers Unsatisfied sales Unsatisfied mangement Continuous Escalations Keeping the deal alive 3 Request for Information Support Calls “Flood” of unneeded emails Sales calls into the nights 2
- 7. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Frustrations Unsatisfied customers Unsatisfied sales Unsatisfied mangement Continuous Escalations Keeping the deal alive 3 Request for Information Support Calls “Flood” of unneeded emails Sales Calls into the nights 2 FUUUCK!
- 8. Ori Bendet Director, Product Management About Me An experienced Product Manager with both Enterprise and Startup experience combining strong technical and marketing skills. I’m currently leading a SaaS based digital learning platform at Time To Know called iEcho who helps instructors and SMBs digitize their learning processes.
- 9. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise T2K Echo delivers effective training with a blended learning methodology
- 10. Our Group
- 11. Our Challenges (too many) Hot-fixes As many as needed Un/planned Weekly releases 1-2 weeks of release Feature flags Dynamic content 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads Distributed Sales teams Spread across the globe Constantly traveling Less accessible via emails Partners External to T2K Frequent changes in personal
- 12. Time To Know Before - Email
- 13. Nobody likes to read emails We couldn’t track who read it Unable to ensure people understood and… Everyone Hates emails! But everyone Hates Emails!
- 14. So…?
- 15. Time To Know After - Echo Interactive, measurable method of delivering updates to the field Constant feedback and insights on everything Drinking our own champagne
- 16. After - Echo (cont.)
- 17. After - Echo (cont.)
- 18. The beginning was very hard
- 19. The beginning was very hard First win: who knew who didn’t read Second win: who knew who read Third win: Genuine feedback
- 20. Feedback
- 22. … being mean is better!
- 23. Where are we now?
- 24. What we learned • Start small: baby steps > big steps > no steps • Engagement ranks: Video > Image > Text • A wall of shame > a wall of fame
- 26. Thank you!