We all know different products and contexts require different strategic thinking. B2B SaaS and subscriptions are an important product category, and John Pearce has been working on it for a long time.
He shared multiple tips on how to think about and navigate the challenges faced in this context and explained his frameworks and models to create a strategy at Chargebee, where he currently is VP of Product.
Listen to our conversation, and read below my takeaways.
-We went deep into John’s repeatable process, which he calls “The power of 3”
- When doing research, use 3 different categories of sources. For example, customer feedback, market research, and surveys. And try to identify up to “3 trends”. Try to derive a mission, a sort of north star. Doing these missions at the team level helps make them more actionable
- Follow the trends with “3 key problems”. If you can solve 3 important customer problems per year, it will be a success
-John also uses semester or quarterly strategy review, which is also useful in these contexts.
-We covered the close relationship between company strategy and the product strategy (for example, selecting at the company level geography, or company type to focus on)
-One example of how to collaborate between product leaders: everyone researches and brings their 3 trends across the organization.
-We discussed B2B vs B2C, and the key differences highlighted were around speed to value and speed to churn (related to selling cycles).
-When the strategy is not good, sales request becomes a worse problem. Your strategy must be clear to the salespeople to make everyone more aligned and successful.
I hope you enjoyed it. If you have more insights and takeaways, please share them!