Remove Enterprise Remove Marketing Remove Naming Remove Weak Development Team
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Product-Led Growth Is a Misleading Name

The Product Coalition

The market, however, understood it differently. It’s a great model but the name is quite misleading. That’s why I named my strategic product-led growth course ‘Unboxing PLG’. With sales-led, which is also a bad name, the model means giving each customer exactly what they want and following the money.

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Starter KPIs for B2B/Enterprise

Mironov Consulting

I’m often asked what KPIs B2B/enterprise product folks should use, or what OKRs they should choose. Why KPIs from consumer companies don’t fit well with B2B/enterprise. Just as every organization needs a finance/accounting team that follows GAAP and tracks cashflow. Companies in the foreign exchange markets make a lot of money.

B2B 118
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Understanding Enterprise Product Companies

Mironov Consulting

What’s Enterprise? Another fuzzy line divides SMB (small/medium businesses) from enterprises. Enterprise generally starts around $20k/year, and really gets going at $50k/year. When sketching out your company, it’s important to guess at your price point, marketing and selling models. $50/year What’s B2B?

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The Slippery Slope of Sales-Led Development

Mironov Consulting

But it’s easy for B2B/enterprise companies to fall into a sales-led development model where the majority of work is for individual customers – starving the core product of innovation, new features, quality improvements and technical resilience. Good estimation and busy technical team are the keys to success. What to do?

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Founders: What Are the Signs It’s Time to Evolve Your Core Customer Benefit?

The Product Coalition

Founders with fresh capital and ambitious growth plans are deciding whether or not to double down on the core value proposition and find repeatable sales/marketing strategies for acquiring new customers. If you have an SMB or enterprise sales motion, deal win rates are another vital indicator. Are there capacity or incentive issues?

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Lying To Customers

Mironov Consulting

That might seem obvious or naïve, but recent conversations with several B2B/enterprise clients suggest that it’s actually controversial. For context, enterprise tech companies tend to have a small number of large deals each quarter that really matter. ( Expect account-level distrust, bad blood, and a search for who’s to blame.

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The Critical Role of Product Strategy When Resources Are Limited (Part 2?—?Rounds A, B, and Later)

The Product Coalition

You blame the market, but often that’s just overlooking the real problem. An economic downturn, a war — you name it. Tough market conditions would cause your sales to dramatically drop or even cease. On one hand, that’s expected in a rough market, but is that really the root cause? It’s an opportunity for clarity.