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Accidentally Narrowing Your Market
Learning from users is a tried and true technique for building viable products. In my time at Amazon, “customer obsession” was a principle that was…
Feb 3
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Accidentally Narrowing Your Market
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The Layers of Customer Centricity (v2)
One of the things I love about writing and learning in public is the serendipity of collaboration; people who come across my musings will sometimes…
Jun 3, 2023
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The Layers of Customer Centricity (v2)
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Why Moving Upmarket in B2B Works
A very common journey for B2B software companies is to build a product for the low-end (in terms of deal size / market segment), achieve product-market…
Apr 2, 2023
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Why Moving Upmarket in B2B Works
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B2B Telephone
back with a “5 minute Friday” audio edition key concepts I cover in this snippet: “phone as a friend” as a critical concept in B2B (vs consumer…
Mar 24, 2023
6:19
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B2B Telephone
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Connecting B2B Products to Revenue
I wrote an unconventional post (my stream of consciousness thoughts while reading a Twitter thread) about 6 months ago that sparked a lot of discussion…
Sep 3, 2022
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Connecting B2B Products to Revenue
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Cultivating a Revenue Mindset for B2B PMs
back with a “5 minute Friday” audio edition key concepts I cover in this snippet: why a B2B product team has to have a revenue mindset how B2B PMs…
Sep 2, 2022
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Cultivating a Revenue Mindset for B2B PMs
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Death & Taxes in B2B
In the B2B domain, between buying into a vision of your product and actually fulfilling that vision / achieving real value, there are a slew of hurdles…
Aug 12, 2022
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Death & Taxes in B2B
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Add-On Features vs New Product Lines
Multi-product strategy is something I spend a lot of time thinking about, both for the day job and via my various side hustles. And one of the clearest…
Mar 6, 2022
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Add-On Features vs New Product Lines
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Discerning Differentiators
Lately, my focus at the day job has been translating our annual plans into quarterly roadmaps for internal enablement and external broadcasting. This is…
Feb 19, 2022
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Discerning Differentiators
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Why Buy?
One of my (good) habits at work is watching deal notes to see why we’re winning or losing customers - it’s a great way to keep a pulse on what’s…
Jan 22, 2022
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Why Buy?
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Enterprise SaaS Truisms
Today’s post is short and sweet; I was thinking about opinions I’ve formed about B2B SaaS offerings the last few years (as a builder, as an advisor, and…
Jul 27, 2021
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Enterprise SaaS Truisms
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Skip Step SaaS
Spending as much time as I do studying / building SaaS products, you tend to see patterns emerge. I’m going to share one today for how to bootstrap a 0…
May 18, 2021
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Skip Step SaaS
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