Key Takeaways:
-Customer Problems and User Problems are different
-Your stakeholder management skills matter more than ever
-Develop your industry knowledge and specialization
9. 6 Traits of a Great PM
5
Credit: Medium (Luke Gallimore)
Trusting
Articulate
V
i
s
i
o
n
a
r
y
Structured
Curious
D
r
i
v
e
n
10. ⬡ User Obsession
⬡ Technical Skills
⬡ Ability to Learn
Quickly
Skills Every PM Needs
⬡ Interpersonal Skills
⬡ Strategic
⬡ Knowledge of the market,
trends and competitors
6
24. ⬡ Enterprise Agreements (EA)
⬡ 80% of Enterprise Sales are done via
Contracts
⬡ Important step in the sales process
⬡ Done via Deal Desk
Contracts are Essential
20
26. ⬡ Flat Rate Pricing (Licensing)
⬡ Usage Based Pricing (Pay as You Go Model)
⬡ Tiered Pricing
⬡ Per User Pricing (Per Seat)
⬡ Per Active User Pricing
⬡ Per Features
Pricing Types
22
30. 26
Industry
Knowledge
Trends of the
marketplace,
customer problems
and existing
solutions
1
Organizational
Knowledge
Engineering Team
Sales Teams
Supporting Teams
Executives
other PMs
2
Product Knowledge
How your product
functions, what
works for your
customers and
users, how to
position your
product
3
Time it takes to acquire
33. Organizational
Knowledge
Engineering
Team
Sales Team and
Sales Process
Executive Team
Supporting
Teams
Product Knowledge
Users
Features, Technical
Product Metrics
Product Strategy
Positioning
Pricing
29
Industry
Knowledge
Customer Problems
Existing Solutions
Trends
36. TALK WITH ENGINEERING
Resolve issues
Plan and review sprints
32
LEARN ABOUT YOUR
USERS AND CUSTOMERS
Talk with sellers, customers,
users
Analyze usage data and
metrics
37. TALK WITH ENGINEERING
Resolve issues
Plan and review sprints
33
LEARN ABOUT YOUR
USERS AND CUSTOMERS
Talk with sellers, customers,
users
Analyze usage data and
metrics
CREATE DOCUMENTS AND
PLANS
PRDs, Roadmaps, Executive
Overviews, QBRs
38. TALK WITH ENGINEERING
Resolve issues
Plan and review sprints
34
LEARN ABOUT YOUR
USERS AND CUSTOMERS
Talk with sellers, customers,
users
Analyze usage data and
metrics
WORK WITH OTHER
PRODUCT FUNCTIONS
ACQUIRE INDUSTRY
KNOWLEDGE
CREATE DOCUMENTS AND
PLANS
PRDs, Roadmaps, Executive
Overviews, QBRs
39. Path to Enterprise PM
35
Program Management
Developer/Engineering
Sales (Sales Engineer)
Product Marketing
Consulting
User or Customer