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INSTITUTE OF PRODUCT LEADERSHIPSuccessful Product Management from India with Global Insights
Introduction• 20+ years experience with mix of Business roles (Arvind, Pepsi, Ford) and later product management
• Product management at Ramco Systems (4yrs), Hyperion (thru Symphony Services - 3yrs), SAP(6+ yrs) – Global roles from India
• Product management experience - drawing board to release to early customer adoption to large scale GTM
• Education : Chartered Accountant cum Cost Accountant
• SAP Labs, Bangalore, India
Top 10 on Successful PM
•Build key customer circles•Stay close to Sales •Specialist circles•Social media network•Peer to peer networking
#1 : Network to thrive
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•Speaking in events (1:n)•Speaking with customers/prospects (1x 1)
•Talk technical or functional•Communicate to executives
#2 : Communicate to succeed..
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• Remember you are the Specialist…• Level 1 across company portfolio and strategy,
• level 2 across your product portfolio and functional,
• level 3 in your product and best practices• Functional & Technical expertise (usually in India we are perceived more technical)
• Your customer exposure levels will only be more when you are a specialist
#3 : Specialize
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• You can know as much as your counterparts anywhere…Analyst Reports, websites, interacting with sales/presales
• Win stories, loss analysis participation• Contribute to differentiators. Both feature/function as well as more strategic…comparison charts, different ones for field and development
#4 : Know your competitors
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•Understand Developed and Emerging market dynamics
•Understand Nuances of each market e.g. US: Keep it simple and bit high level, Europe : Get to the details
•Style of business functioning e.g. Result oriented, Process oriented, Complexity
#5: Know your markets
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•Talk like a customer to developer•Be face of development to sales , demonstrating in front of customers – find opportunities to meet them
•Build data points to back up every discussion
•Build credibility across internal/external stakeholders• Talk use cases/real life examples/personas…
#6: Negotiate….
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• Remember its not enough if you have great idea, you need to convince senior management
• Be prepared for a 15mins, 30 mins…meetings with ideas & how it can be monetized
• Leverage every opportunity:• Investment in new areas• Convincing to continue investment• Strategic acquisitions for fast time to market
• Managing different point of views
#7: Senior Management Buy In
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• Find all avenues to share your knowledge on product, best practices and the “whys?” more than what? Or how?
• Blog, tweet, build content, do trainings, challenge yourself against real life examples
• Drive discussions towards the way you want to position your product
• Pick on customer advisory board sessions• Tell your customer success stories
#8: Spread your knowledge
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Inbound
Outbound
Strategic
Development Facing
Customer/Partners/Sales Facing
Management Facing
Assess where you are strong and work on where u want to improve
#9: Balance your time…
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•Claim ownership•Have Business, Technical and User view
•Compare it with market•Know your numbers
#10: Mini CEOs of your products…
