From Daily Decisions to Bottom Line

Connecting Product Work to Revenue

Readers of this newsletter know I love to delve into the topic of connecting product work to revenue, so when I was asked to speak at ProductCon in New York last week, I expanded on this framework I’ve shared before:

The quick summary of this model is [1] executives / investors care about the KPIs of the business, but they are lagging indicators which are hard to evaluate so you need to introduce [2] strategic levers as a mechanism for creating leverage to move those KPIs, which ideally serve as the pillars of your R&D / GTM investment and also help you organize and hold teams accountable, ultimately connecting to [3] north star metrics that teams own and drive and utilize for prioritization and trade-off decisions because they are leading indicators.