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Rich Mironov (CEO, Mironov Consulting) - What To Do About Your Audience's Real Roadmap Questions

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Rich Mironov (CEO, Mironov Consulting) - What To Do About Your Audience's Real Roadmap Questions

  1. 1. @RichMironov Your Audience’s Real Roadmap Questions (An Organizational Analysis) Rich Mironov Business of Software/Boston 2 October 2018
  2. 2. @RichMironov “Why are our roadmaps met with frustration or boredom?” Product Management Wants to Know…
  3. 3. @RichMironov “Why aren’t we getting more done?” “Why aren’t we more innovative?” Executive Team Wants to Know…
  4. 4. @RichMironov “Why isn’t my strategic customer’s feature included?” Sales Wants to Know…
  5. 5. @RichMironov • Arrives every day with hundreds of good ideas • From customers, sales, support, execs, engineers, analysts… • Universalized from single instances • “Everyone needs…” Good Idea Train
  6. 6. @RichMironov Product Investment Portfolio visible features: must do, upsell -ilities: scalability, security, availability, usability… test automation, bugs, DevOps validation, design, sizing
  7. 7. @RichMironov The Needs of the Many Outweigh the Needs of the Few (or the One) Product Management’s Prime Directive
  8. 8. @RichMironov • “On this quarter’s roadmap” • “On next quarter’s roadmap” • “Looking at it for next quarter” • “Let me put that in the backlog” • “Really good idea. We’ll look into that!” • “Thanks for your input” Politics/Vocabulary of Scarcity = 90% = 70%
  9. 9. @RichMironov v7.0 Platforms - iOS 9.x - µServices v2 - TBD Shapes Imply (Un)Certainty Q3-19 Q4-19 1H20 2H20  v5.6 Tools - Real time KVM - CPU isolation - Interrupt management v5.7 VM - AWS mgmt framework - Debug tracing - Remote launch v6.0 Throughput - Fast data paths - Interleaved I/O - < Footprint - TBD
  10. 10. @RichMironov • No white space • Pressure to overload • Optimistic Roadmap: Current Best Case
  11. 11. @RichMironov • No product is a perfect fit • Roadmap is starting point for negotiation • Most requests sound reasonable • Each sales team strongly advocates for its customers Every Enterprise Customer Wants Something
  12. 12. @RichMironov Hired, trained, rewarded, promoted for • Persistence, optimism, single account focus • Persuasive positioning • Finding champions, escalating to decision makers Paid to subvert product plan B2B/Enterprise Sales Teams
  13. 13. @RichMironov “If Product just understood how important this deal is… Every customer wants what this customer wants… How hard could it be? Probably only 10 lines of code… They need to be more responsive or work harder.” “If Product just understood how important this deal is… Every customer wants what my customer wants… How hard could it be? Probably only 10 lines of code… Product/Development need to be more responsive.” The Big Lie Internal Salesmanship
  14. 14. @RichMironov Product Investment Portfolio visible features: must do, upsell -ilities: scalability, security, availability, usability… test automation, bugs, DevOps validation, design, sizing
  15. 15. @RichMironov Theory: One Tiny Deal-Specific Item this one thing visible features: must do, upsell -ilities: scalability, security, availability, usability… test automation, bugs, DevOps validation, design, sizing
  16. 16. @RichMironov Real Impact (One Deal) visible features -ilities: scalability, security, availability, usability… test automation, bugs, DevOps validation this one thing
  17. 17. @RichMironov Cumulative Impact visible features validation sales-driven -ilities: scalability, security, availability, usability… test automation, bugs, DevOps
  18. 18. @RichMironov • No hidden capacity • XOR • We picked market- winning features • Need political support to defend roadmap Product Response
  19. 19. @RichMironov • Explicit “specials” budget • Keep score • Sales VP shares scarcity Magic Bullet?
  20. 20. @RichMironov 1. See the pattern: roadmap conflict is about irreconcilable choices, not capacity or inattention 2. Deals consume innovation… then quality… then planned features and infrastructure 3. Track aggregate impact 4. Share trade-offs and scorekeeping with Sales leadership 5. Architect products for project-based partners Executive Takeaways
  21. 21. @RichMironov Rich Mironov Mironov Consulting San Francisco, CA www.mironov.com +1-650-315-7394 rich@mironov.com @richmironov
  22. 22. @RichMironov Rich Mironov Mironov Consulting San Francisco, CA www.mironov.com +1-650-315-7394 rich@mironov.com @richmironov

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