Downloaded 11 times
Uploaded byStewart Rogers
Moving the Needle - ProductCamp Seattle 2013
The document discusses the challenges of product management, particularly in selecting the right features to enhance product performance. It introduces '5 levers' aimed at improving metrics like Net Promoter Score (NPS), customer acquisition, and revenue growth. The author, Stewart Rogers, emphasizes the importance of aligning feature selection with business goals for sustainable results.
Moving the Needle - ProductCamp Seattle 2013
- 1. Moving The ProductNeedle The biggest challenge facing product management is not only selecting the right feature, but the right set of features. Here are the "5 levers" and how you can use them to move the needle. By Stewart Rogers linkedin.com/in/rsrogers
- 2. STEWART ROGERS Stewart isa recognized thought leader and advocate of building world-class product teams that bring a market-driven focus to technology organizations. With more than 15 years of product management experience he has been building products that deliver sustainable results and increased customer satisfaction levels. He is a Pragmatic Marketing Certified and Certified ScrumMaster. @StewartRogers productcampvancouver.org linkedin.com/in/rsrogers
- 3. How Do YouMeasure Success?
- 4. How Do YouPrioritize?
- 5. Ask yourself… How muchare we going to move NPS? NPS::Net Promoter Score
- 6. Ask yourself… How muchare we going to grow new customer acquisition?
- 7. Ask yourself… Is thisgoing to increase the average revenue per active customers?
- 8. Ask yourself… Does thissupport a price increase?
- 9. Ask yourself… How muchare we going to increase support renewal or “win backs”?
- 10. What is yourgoal? Average Revenue Per Active Customer Active Customers Lost Customers Increase Department Penetration by cross sell and upsell NPS Pricing strategy Support Renewals and Win Back Grow New Customer Acquisition Status quo Run rate $75M $4M $8M $2M 5. Price $7M $99M $3M 4. Upsell 3. Cross Sell 2. NCA 1. Support
- 11. 1. Improve customersatisfaction 2. Grow new customer acquisition 3. Increase upsell or cross sell revenue 4. Enable price increases when applicable 5. Increase support renewal and “win backs” In Summary… The 5 Levers
- 12. Moving The ProductNeedle @StewartRogers productcampvancouver.org linkedin.com/in/rsrogers