Pavan Kumar

AMA: Gainsight Group Product Manager, Pavan Kumar on Enterprise Product Management

March 2 @ 10:00AM PST
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Gainsight Group Product Manager, Pavan Kumar on Enterprise Product Management
Top Questions
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
* Know your customer - Often this can just be the investor in the company/company owner. Meet their basic expectations from the product first, and win their confidence. * Aim to build a functional prototype / MVP even before attempting to build a fully functional product - It is always......Read More
659 Views
1 request
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
I usually ask myself a few questions when we are being asked to commit resources to 'tasks outside of the strategic product roadmap'. The primary aim is to not deviate from the core road map unless the short-term benefit (retaining the customer) is justified.  1. Is this feature request bespoke......Read More
476 Views
2 requests
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
One of the core functions of an enterprise PM (on top of being a specialist and a subject matter expert) is their knack for 'abstracting' and 'generalising' requirements.  As such few (not an exhaustive list) pointers from a candidate's past experience where they have demonstrated some of thes......Read More
463 Views
2 requests
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
This has always been a chicken and egg problem, and the challenge itself is compounded by the fact that larger customers demand more scrutiny, (longer sales cycle).  Depending on the maturity level of your product - If you are in an early build phase, it is probably worth going down a trial/b......Read More
437 Views
1 request
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
A product usually graduates from the SMB mid-market customers to larger enterprise customers as it stabilises. Larger enterprises usually look for reference implementations before committing, which usually makes the overall sale that much harder. Some key features that usually cut across product ......Read More
449 Views
2 requests
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
Some key traits that would really help in a fresh PM interview situation: * Passion for product, its inner workings, ability to interpret some of the best features and bad ones - Typically I ask the candidate to choose any popular tech product of their choice (say Netflix and compare it t......Read More
499 Views
1 request
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
Being able to support 'repeat sales' is one of the hallmarks of a scalable sales setup. As such championing the product USPs with powerful demos that bring out the best of the use cases is a task only PMs are uniquely positioned to enable, sometimes even before the feature is fully built.  Produ......Read More
471 Views
2 requests
Pavan Kumar
Pavan Kumar
Gainsight Director, Product ManagementMarch 2
No one answer suits all situations!  Often the impact of a feature is not based on the size/complexity of the feature, but rather the 'value' it can deliver for our customers and most importantly - if it sets us up for launching more impactful features in the long term where it can become an e......Read More
488 Views
2 requests