Numerical literacy is a key skill for effective product managers. The ability to express concepts in numerical, financial, or statistical terms is a critical but often overlooked discipline. Product managers need to be as competent in these domains as they are in customer problems and pain points.
Journey to the Perfect Application: Run a Business, not a Backlog
1. Run a Business, Not a Backlog
John Mecke Jon Gatrell
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Logi Analytics empowers the world’s software teams with the most intuitive, developer-grade embedded
analytics solutions and a team of dedicated people invested in your success. Logi leverages your existing
tech stack, so you can quickly build, manage and deploy your application. And because Logi supports
unlimited customization and white-labeling, you have total control to make the application uniquely your
own. Over 2,100 application teams have trusted the Logi platform to help power their businesses with
sophisticated analytics capabilities. Logi Analytics is headquartered in McLean, Virginia, with offices in
Ireland, England, Ukraine, and China. Learn more about what’s possible with Logi at LogiAnalytics.com.
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https://www.productmanagementtoday.com/frs/15265678/run-a-business--not-a-backlog
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About John Mecke
John Mecke is the Managing Director of DevelopmentCorporate, a consultancy focused on enterprise scale
software firms. He specializes in product management and corporate development. He has over 20 years of
experience in leading product management organizations. He focuses on established firms and the challenges
they face in growing revenues, profits, and enterprise value. He has also significant experience in corporate
development. John has led four major acquisitions with a total value of $175M. He conducted eight divestitures
which generated $24.5M in cash. He played a critical role in producing a $115M dividend for investors, a 2.8x
return on the investment in less than three years. He has evaluated over 500 companies for acquisition and
conducted over 50 due diligence projects. John has served public companies, private companies, and
companies backed by private equity investors.
About Jon Gatrell
Jon Gatrell is a Principal Partner at Market Driven Business and brings more than a decade of experience in
leadership roles at software companies, most recently as COO and CPO of Loren Data. He also worked as
an instructor and course designer for Pragmatic Institute where he trained thousands of product professionals
in the art of outside-in business at global brands such as Adobe, Microsoft, Inuit and many other technology
companies. Before Pragmatic, Jon held roles in product management, marketing, sales, and corporate
development.
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Product management delivers results
Goals
Roadmaps
Aligning execution measures to goals
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Context: Size, Shape and Direction of the Business
Market Trends
Customers
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Product managers need financial, numerical, and statistical literacy
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Common Techniques for Analysis
Tiering and Pareto
Flux Analysis for
Understanding Churn
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Use: Prioritizing and Focus
• Tiering
• Segmenting your customers by revenue and/or profit
• Pareto
• The 80/20 rule
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Product Migration: Tiering, Flux and Money Wheel
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Helping Sales: How a product manager saved their company $1,000,000 . . .
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• Understand the market, your customers and trends
• Size, Shape and Direction
• Leverage financial data to prioritize activities
• Focus profitable customers segments
• Tiering
• Prioritize backlogs
• Pareto
• Flux
• Renewal and retention focus
• Align products analytics to achieve business results
• Help sales with known customer insights – usage, product and their
financial performance
• Love your data and it’s just math
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Q&A
Jon Gatrell
With: With:
Managing Director, DevelopmentCorporate
Linkedin page: /in/jcmecke
Twitter:@devcorporate
Website: developmentcorporate.com
John Mecke
Principal Partner, Market Driven Business
Linkedin page: /in/jongatrell
Twitter: @spatially
https://www.productmanagementtoday.com/frs/15265678/run-a-business--not-a-backlog