Cultivating a Revenue Mindset for B2B PMs

back with a “5 minute Friday” audio edition

key concepts I cover in this snippet:

1. why a B2B product team has to have a revenue mindset

2. how B2B PMs operate differently (and closer to revenue) than B2C PMs

3. different dimensions of revenue (generation, preservation, health)

4. revenue generation is about winning deals / landing accounts

5. revenue preservation is about user activation / stickiness

6. revenue health is about reducing serving costs / charging a premium

7. the challenges of connecting to revenue and why it matters accountability-wise

you might find this summary visual handy

I’d love to hear from listeners about their attempts at connecting their product areas to company-level revenue metrics - please chime in via comments👇. And if you enjoyed this post, please consider subscribing.

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further reading / references

• this post was a response to questions raised by readers of Product Onions

• another episode on the accountability bar for PMs is The Product Paradox

• here is my go-to framework for Connecting B2B Products to Revenue

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childish drawing / interpretation