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4 Answers

D Matthew Landry
Cisco VP Product Management, Cisco Wireless • February 22
In the broadest sense, the role of the product manager doesn't change. The customer profile changes, the buying patterns change, and the routes to market change. The core PM responsibilities don't necessarily change. However, many of those customer changes have an impact on how the PM does thei......Read More
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Rena Mashintchian
Box Director of Product Management • May 26
Enterprise vs. mid-market vs. SMB customers are typically defined based on the number of employees in the organization and its revenue. Regardless of the organization size, many of the core PM activities are similar. However, there are some key differences I’ve experienced that are worth noting......Read More
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Pavan Kumar
Gainsight Group Product Manager • March 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
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Robert Osborne
Unify Square Head of Product • December 6
I agree with the comments from other responses. There are a few additional items I would add: Additional requirements / taxes When targetting larger enterprises (and some certain vertical in the small/medium space), there will be additional requirements you will need to address. These are n......Read More
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Gainsight Group Product Manager, Pavan Kumar on Enterprise Product Management
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D Matthew Landry
Cisco VP Product Management, Cisco Wireless • February 22
Taking for granted a baseline of solid product management fundamentals and team simpatico, I feel the following play an outsize role in determining success in the enterprise: * Skeptical curiosity * Strong opinions, weakly held * Speaking and presentation skills, in front of senior execs & au......Read More
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Rena Mashintchian
Box Director of Product Management • May 26
In general, I am not a proponent of building custom solutions for a single customer. However, if there’s a large customer who wants something that will serve the broader customer base, then we’ll consider it and prioritize it accordingly. Once you ship something, it’s out there in the wild fore......Read More
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Pavan Kumar
Gainsight Group Product Manager • March 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
426 Views