Re:Product-focused and sales-focused companies
by spamizbad on Sunday April 18, 2021 @02:42PM
(#26855099)
Yeah, I feel like the product side of enterprise software involves lots of box-ticking features for someone with purchasing authority. The rest is driven by timing, sales, and support contracts.
Re:Product-focused and sales-focused companies
by sophrocyne on Sunday April 18, 2021 @03:39PM
(#26855619)
Enterprise B2B is my go-to example of when product quality is not correlated with success. Distribution and getting through procurement processes is much more important.
As to your other points, Product-led matters when good products matter. Some products are bought purely for the brand/identity element (Seth Godin writes a lot on this), and product is irrelevant in those markets. Imagine there are a number of cases where product quality is irrelevant, but that goes back to my earlier point of the “only argument against product led”
Re:Product-focused and sales-focused companies
by polote on Sunday April 18, 2021 @05:15PM
(#26856442)
yeah but you usually don't choose between product led or sales driven. The founder creates a company, a culture is created around and this culture will stay more or less the same throughout the live of the company, so you don't choose to be product led, nor can't you advise it. It is just there or not
In B2B enterprise the quality of the product is not correlated with success at all. Almost only the sales strategy and go to market execution counts. If you think this is not the case, join any B2B enterprise company and you will see it in action. That doesn't mean the product has to be shit.
> Who wants to build a business strategy around products that don’t fit a market need?
There is a difference between fitting the market need and being product-led. Customers don't only buy a product, they buy a vision, they buy an execution, they buy a service. There are tons of domains (if not most) that don't need a good product but only a ok product.
Product-led is a go to market strategy when a company is growing. There are almost no established big companies in the world which are still product-led