For this post, I’d like to step back a moment. Instead of looking at the why’s and how’s of the methodology, I would like to instead consider one of the key benefits that Agile brings to both us as product creators and to our customers. What you might think of as the “Value” with a capital “V” of Agile. This is that it brings down the cost of change.
Does your B2B Customer Persona include their job KPIs
Now let’s consider instead that your B2B customer decision maker is an area Sales Manager. This Sales Manager measured on Market Share and Revenue as well, but they may be more directly measured on the length of the sales cycle and their team’s lead to conversion rate. For this customer, your messaging could focus more on the impact of closing deals anytime anywhere; enabling their mobile sales teams to close deals faster, as well as cutting down on the number of buyers who change their mind in the previous extended time before the invoice was sent.
Isn’t “10,000 steps walked today” just a Vanity Metric?
When it comes to wearables, Is “10,000 steps walked today” actually just a vanity metric? Will it really make me change my behavior and lose weight? It is all still too bleeding-edge. Like the early days of business analytics, are we still just presenting data to people rather than giving them meaningful metrics that will change behavior.
Why you still need Services when offering an Enterprise SaaS solution
Maybe I’m simplifying things to say that for the Enterprise, the biggest change that Software as a Service brings is a matter of technical delivery. In that I mean it removes the task to install and maintain the software itself. But I believe that even if you are offering a SaaS solution, the need remains to understand business flow and integration with other systems in the enterprise.
Don’t chase, double down on what is working
The beauty about traction, is that only after you are achieving it that you really can see that you have it. It’s visible from these data points and metrics gathered over a period of time. Before you have the trend, you are sometimes flaying about trying to find it. It’s at this point that you need to really double down.
Towards a consistent level of excellence in all Customer touchpoints
Let’s step back and look at some common touchpoints – Acquisition, Onboarding, Adoption, Retention, Advocacy, and Growth. Each of them can spawn a separate post or series of posts in itself, for now let’s just look at them from a high level.
