Enterprise Sales/Solutions teams see the world one customer at a time. Product/Development teams see cumulative market impact and aggregate technical demand. These perspectives are fundamentally in conflict.
The problem is about organizational misalignment rather than individuals failing each other. In this talk, Rich will explain why two conflicting perspectives creates irresolvable challenges and will outline a different approach to structuring and incentivising your teams to become a more scalable, repeatable, and valuable product company.
Rich is a seasoned executive and serial entrepreneur – he has been the ‘product guy’ (as CEO/VP Product) at six startups. With deep technical roots in B2B infrastructure, SaaS and consumer online, Rich combines ‘what-we-can-build’ with ‘what-markets-want’.
He has been relentlessly blogging, speaking, teaching and mentoring on software strategy, product management for two decades. Today he coaches executives, product management teams and agile organizations. He has spoken at BoS Conference before, always to rave reviews, on topics such as the Four Laws of Software Economics, Solving Your Real Roadmapping Questions and, The Art of Software Pricing Demystified.
Rich has three big things he cares a lot about:
- Organizing the product organization.
- Cross-functional leadership.
- Building what users actually need.
He wrote The Art of Product Management and is a voice for the scrappy entrepreneur in all of us.