BETTER SOFTWARE CONFERENCE EAST Product Management: Optimizing the What to Develop Ernani Ferrari [email protected]
Jul 28, 2015
BETTER SOFTWARE CONFERENCE EASTProduct Management: Optimizing the What to Develop
Ernani Ferrari [email protected]
Two Rules. Two Drivers
Better before cheaper
Revenue before costs
There are no other rules
Better
Revenue
Superior Quality
More sales
Higher prices
Adequate Quality
Superior Quality
AspectsFunctionality
Usability
Reliability
Performance
Design
Testability
Maintainability
Supportability
…Xbility
What is Quality?
The definition of quality is conformance to
requirements.
Phil Crosby
Software Product of Superior Quality
Objective
“Promote gains through the model of one-time development and maintenance for multiple sales.”
Software Product
“Software of predefined scope and characteristics
developed to be commercialized.”
What is a software product?
Processes
What ensures good quality?
PEOPLE
PROCEDURES
TOOLS
GOALS
Product management
process
What process provides the key requirements to a
product?
Product Management
Objective
“Increase revenue through added value and increased sales and reduce costs from all processes in the software
cycle.”
Software Product Management
“Systematic process for the definition of scope and characteristics of software and productization artifacts to be developed, commercialized and
maintained.”
Interdependence of Software Business Processes
Product Manag.t
CustomerSupport
Development& Maintenance
Technology&Architecture
ServicesLife CycleManag.t
KnowledgeManag.t
Alliances&Partnerships
CustomerRelationshipManag.t
Marketing
SalesChannelManag.t
Product Management– Objectives
Increase
revenue
• +Sales
• +Value/Price
Reduce
costs
• Maintenance
• Customer Support
• Sales
• Services
• Product evolution
Customer
retention
• Satisfying needs
• Lower TCO
Objectives
Product Management Cycle
3. Evaluatebenefits and
costs
2. Identify opportunities
and limitations
1. Research
4. Prioritize
5. Define scopes
and roadmaps
6. Monitor
7. Makeadjustments
Product Management Objectives–Operationally…
Understand and respond to client communication Address client needsUnderstand and respond to market demands – faster than the competition, if possibleIncrease client share-of-wallet through current and new products Gain market shareSupport initiatives for new markets Provide an adequate framework for Services Reduce total costs of product maintenanceSimplify marketing initiativesGenerate demand through innovationManage product life cycles (sustaining products in profitable phases longer) and version life cyclesSimplify product development cycles and reduce costs Reduce the impact of legislation changes on products
Support the creation of a positive product image – functionality, technology, design, usability – especially if product leadership is a corporate strategy Facilitate customer support activities and reduce their costs Make internationalization and localizations feasibleFacilitate sales and presales processes at product roll-outs and in everyday activitiesSupport the activities of Field ServicesGuide infrastructure management – environments for development, tests, maintenance, support and presalesFacilitate knowledge management for company teams and end users Support management teams in damage control and situations of client crisis
Everyday Routine of a Product Manager
Daily routine will include:Client issues
Support to Marketing
Business presentations
Participating in meetings with Product Development and many other areas
Most work should be concentrated in 3 key activities:
MappingResearch Analysis
Guidance & Decision
Parameters
Key Information Areas
Customers Competitors
SalesFinancialResults
MarketAnalysts
Services
TechnologyCustomer Support
& Maintenance
Product Management
Sales
Market Analysts
Technology
Competitors
Financial Results
Services
Product guidelines proposals
Product CommitteeProduct
guidelines
Product Planning Workflow
Customers
Support / Maintenance
Business andMarketing Guidelines
ProposedProduct
Plans
Revised / ApprovedProduct
Plans
Company-wide Release Management
Putting Together the Product Plan– Priority Setting
Analyses AspectsSales appeal for existing products (more revenue and less TCO for customers)
Sales potential – customer base and new customers
Current costs for sustaining products
Competitors – differentials, limitations
Technology – short and long terms
Development, roll-out and maintenance – costs, difficulties, risks
Satisfaction of current customers
Solution gaps
Target markets
Institutional image
FocusReturn over investment to be made
PhoneBatteryChargerManualQuick reference guideHeadsetPackaging, etc.
Productization Artifacts
SoftwareOnline helpInstall / update toolsTraining materialsRelease Notes Sales kitPackaging, etc.
Product Manager—Profile
Summary:Market knowledge
Knowledge about the product and its competitors
Knowledge about marketing concepts and dynamics
Great people skills
?
Beneficial abilities and personal characteristics:
Excellent self-presentation Writing and documentation ability Presentation skillsNegotiation skills Solid undestanding of corporate finances–costs, cash flow, investments, risks and ROI
Self-controlAbility to deal with uncertaintiesExperience with facing clientsExperience in team leadershipFamiliarity with the software development process
Product Manager—Responsibilities - AResearch for market requirements (internal/external/clients)
Evaluations Requirements
• Market requirements • Enhancement requests • Translations / localization — requirements / impacts• Existing product limitations – functionality, design, performance, usability • Product documentation and other productization artifacts• Impacts from new and retiring technologies
Opportunities and product profitability• Revenue forecasts related to new clients and customer installed base• Client satisfaction (TCO reduction, further support to clients’ business,
enhanced product support, simplified product upgrades) • Opportunities for field services (company, channels, partners)• Opportunities to improve institutional image – company, products• Potential product life cycles
Costs and their impacts• Direct costs (development, documentation, maintenance, roll-out, etc.)• Indirect costs (training, customer support, partner support, actions along
the customer installed base, etc.)• Impacts on network / customers – partners, alliance products, etc.
Product Manager—Responsibilities - B
Planning and controlProduct master plans – current and future releases, alliance products Releases planning and support for product roll-outBudgeting, monitoring and deviation analysis Analysis of revenue and sales force feedback – deviation analysis and inputs for course corrections
Definition of product strategies according to company-wide business and marketing strategies
Creation and maintenance of product plans. Priority setting, scopes and conflict management
Support to marketing operation and collateralsProduct briefingsEventsCorporate visits
Communication planning and executionPlanning and reviewsRelevant market information gathered through daily routinesInformation on costs/revenue by product
Product Manager—Responsibilities - C
Interaction with technical architecture group for requirements and analysis related to aspects such as:
Product interoperabilityNetworkingDistributed environmentsDatabasesTools and procedures for software deploymentSystems administrationUser interfaces
Support for analysis, definition of contracts and management of product alliances
Interaction with production staff – feasibility analysis, project follow-up, production program reviews, conflict resolution and evaluation of unplanned opportunities
Participation in meetings with end users and user groups
Analysis / responses to customer enhancement requests
Definition of the “productization” requirements – products and projects
Product Manager—Responsibilities - D
Participation in dry-run meetings for inspection of software design
Risk management related to commitments to the market and deadlines for product releases
Management of the product life cycles
Coordination of version life cycles and their impact for product partnerships
Product naming
Support to pricing of products and services
Conclusions
Defining what to do comes before defining how to do it
Product Management is about strategy, marketing and optimization of the development efforts
Managing products demands research, analysis and prioritization– which in turn demands skill, dedication and processes
Product Management supports the orchestration of a software company and simplifies corporate communication
Since your resources are limited, identifying what is good is far less efficient than identifying what is best to be developed
Proper Product Management improves company-wide efficiency
Product planning drives innovation, allows for systemic solutions and improves overall product quality
Action Items
Ensure all areas of the company understand the objectives and dynamics of product management
Establish structured processes and communication mechanisms
Assign people with the right profile and proper time allocation
Extend planning horizons to explore more systemic, corporate opportunities
Explore opportunities that will open up in other corporate process areas due to enhanced product management