1. Moving The Product Needle
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 is a 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. OBJECTIVE TONIGHT
• Simplify the concepts to validate
vision and roadmap from a business
perspective
• Answer WHY or WHY NOT
5. What is my product strategy for each?
WHAT IS YOUR REVENUE GOAL
Lost CustomersActive CustomersFuture Customers
NEW CUSTOMER
ACQUISITION
UPSELL
CROSS SELL
WIN
LOSS
PRICING
CUSTOMER
SATISFACTION
How does my strategy affect each?
7. ASK YOURSELF…
How are we going to grow new customer acquisition?
New geographies?
New industries?
Up or down market?
NEW CUSTOMER
ACQUISITION
8. ASK YOURSELF…
How are we going to improve win rates?
How are we going to improve retention rates?
Missing features
Incomplete features
Poor features
Poor or missing Service
WIN
LOSS
9. ASK YOURSELF…
How are we going to increase the average revenue
per customers?
New add-ons or modules?
New pricing options?
Cross sell products?
Price increases?
UPSELL
CROSS SELL
PRICING
10. ASK YOURSELF…
How are we going to increase customer satisfaction?
CUSTOMER
SATISFACTION
11. How do you measure customer satisfaction?
CUSTOMER
SATISFACTION
12. 1. Increase customer acquisition rates
2. Increase win rates
3. Increase average deal size
4. Increase price
5. Increase customer satisfaction
In Summary… The 5 Levers
13. Moving The Product Needle
@StewartRogers productcampvancouver.org linkedin.com/in/rsrogers
