AMA: Atlassian Director of Product, Sarah Joshi on Outbound Product Management

Obviously Atlassian products ;-) If we're trying to help our customers adopt Atlassian products at scale, of course we drink our own champagne! I spend a lot of time talk...

Deep enterprise SaaS experience, especially working directly with large, complex customers.Relentless customer focus: comfortable engaging with C-level execs, landing dea...

At my prior company, when I transitioned to building products as a traditional PM for Enterprise / Education customers, it was obvious to me that regardless of how cool t...

There's not a lot out there (yet) - Richard Seroter's piece is probably the best one I've seen: https://seroter.com/2021/06/21/so-what-the-heck-is-outbound-product-manage...

I like to think about product investments in two key areas: product blockers and value drivers.Product blockers - block a customer from even purchasing and adopting the ...

Not a framework or visual but I love to review any piece of data I can get my hands on about the customer before we meet. We also have an internal sync with the account ...

Not all companies need OPM. OPM is typically a role you see emerge when PMF has already been established, but the product is working to establish adoption within enterpri...

Outbound PMs and traditional PMs work hand-in-hand, but focus on different things:Outbound PMs serve as the key product person involved in pre-sales, escalations, and str...

A few that I would watch out for:Over-indexing on individual customer asks: Focusing too much on the most vocal or largest customers can lead to a fragmented roadmap and ...

You may be ready to bring on OPM in your org if:You're seeing increased demand for high-touch, strategic customer engagement with large or complex enterprise customers an...