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Moving the Needle - ProductCamp Seattle 2013

Jan 15, 2015

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Technology

The 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.

  • 1. Moving The Product Needle The 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 Rogers linkedin.com/in/rsrogers

2. STEWART ROGERS Stewart 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 [email protected]/in/rsrogers 3. How Do You Measure Success? 4. How Do You Prioritize? 5. Ask yourselfHow much are we going to move NPS?NPS::Net Promoter Score 6. Ask yourselfHow much are we going to grow new customer acquisition? 7. Ask yourselfIs this going to increase the average revenue per active customers? 8. Ask yourselfDoes this support a price increase? 9. Ask yourselfHow much are we going to increase support renewal or win backs? 10. What is your goal? Lost CustomersAverage Revenue Per Active CustomerActive CustomersSupport Renewals and Win BackNPSGrow New Customer AcquisitionIncrease Department Penetration by cross sell and upsellPricing strategy5. Price 4. Upsell 3. Cross Sell 2. NCA Status quo 1. Support Run rate $4M$75M$8M$2M$3M$7M $99M 11. In Summary The 5 Levers 1. 2. 3. 4. 5.Improve customer satisfaction Grow new customer acquisition Increase upsell or cross sell revenue Enable price increases when applicable Increase support renewal and win backs 12. Moving The Product [email protected]/in/rsrogers