Moving the Needle - ProductCamp Seattle 2013

Moving The Product NeedleThe biggest challenge facing product management is not only selecting the right feature, but the right set of features. Here are the "5 levers" and how you can use them to move the needle.

By Stewart Rogerslinkedin.com/in/rsrogers

STEWART ROGERSStewart is a recognized thought leader and advocate of building world-class product teams that bring a market-driven focus to technology organizations. With more than 15 years of product management experience he has been building products that deliver sustainable results and increased customer satisfaction levels. He is a Pragmatic Marketing Certified and Certified ScrumMaster. 

@StewartRogers productcampvancouver.org

linkedin.com/in/rsrogers

How Do You Measure Success?

How Do You Prioritize?

Ask yourself…

How much are we going to move NPS?

NPS::Net Promoter Score

Ask yourself…

How much are we going to grow new customer acquisition?

Ask yourself…

Is this going to increase the average revenue per active customers?

Ask yourself…

Does this support a price increase?

Ask yourself…

How much are we going to increase support renewal or “win backs”?

What is your goal?

Average Revenue Per Active CustomerActive CustomersLostCustomers

Increase Department Penetration by cross sell

and upsellNPS

Pricingstrategy

Support Renewals and Win BackGrow New Customer

Acquisition

Status quo Run rate

$75M

$4M $8M

$2M

5. Price

$7M

$99M

$3M4. Upsell

3. Cross Sell

2. NCA1. Support

1. Improve customer satisfaction2. Grow new customer acquisition3. Increase upsell or cross sell revenue4. Enable price increases when applicable5. Increase support renewal and “win backs”

In Summary… The 5 Levers

Moving The Product Needle

@StewartRogers productcampvancouver.org

linkedin.com/in/rsrogers