There is an important tradeoff between being completely lost in the unknown and completely found in the familiar
--John Maeda, The Laws Of Simplicity
Summary
Defines landscape. Understand the market landscape, identify the initial business problems to solve and innovations required to solve them, identify early adopters and pathways to broader market adoption Go-to-market. Develop and continuously refine the value proposition, set prices, execute an adaptive go-to-market plan, build a customer pipeline from zero, qualify customers, negotiate terms and close deals Focus. Identify the most critical work, ensure team is solely focused on it and protects them from distractions, qualify and fiercely prioritize new opportunities Resourceful. Identify gaps in our solution and team and fills them, recruit world-class talent, mentor, coach, and level up the team Grit. Resilient to adversity, stamina to power through market & customer uncertainty and failure, overcome setbacks
Attributes
1. Defines landscape
Understand the market landscape, identify the initial business problems to solve and innovations required to solve them, identify early adopters and pathways to broader market adoption.
References
2. Executes Go-To-Market
Develop and continuously refine the value proposition, set prices, execute an adaptive go-to-market plan, build a customer pipeline from zero, qualify customers, negotiate terms and close deals.
References
Runs the business - knows what the product needs to prove Sales / Customer Development / Campaigns Names things — works with marketing to set the product position & brand in context of the overall company mission 3. Focus
Identify the most critical work, ensure team is solely focused on it and protects them from distractions, qualify and fiercely prioritize new opportunities
References
Hypothesis-driven development - great review of different hypothesis validation processes, e.g. generative versus evaluative. value risk (whether customers will buy it or users will choose to use it) usability risk (whether users can figure out how to use it) feasibility risk (whether our engineers can build what we need with the time, skills and technology we have) business viability risk (whether this solution also works for the various aspects of our business)
4. Resourceful
Identify gaps in our products and teams, successfully advocates to decision makers how to fill them, recruit world-class talent, mentor, coach, and level up the team.
References
5. Grit
Resilient to adversity, stamina to power through market & customer uncertainty and failure, overcome setbacks.
Grit is important because building successful products is very hard. Marty Cagan laid out 2 inconvenient truths about product
50% failure rate of ideas I believe both of these to be true.
References