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Practice of Product

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On Strategy

Sean Horgan
Status: Drafting

General Principles

There is no shortage of strategy frameworks so I focused on identifying those I have found to be the most useful to Product Managers. I’m going to keep building and refining this list so it goes beyond a simple index into ways to incorporate them into your practice.

Market-oriented moves

Create a new market with a new product
Enter an existing market
Enter an adjacent market with an existing product
Expand position in an existing market
Exit a market

Bootstrapping strategy

If you are stepping into a new organization in a senior product role, e.g. CPO, VP Product, you’ll likely inherit product, people, and process that need real work. You’ll be expected to start contributing immediately and all eyes will be on you from day 1.

Situation: get clarity on the company
Funding
Org
Centers of power & influence
Sales led
Eng led
Product led
Services led
Investor led
Product
Product-Market Fit
Inbound bugs & feature requests
Tech debt
Existing product committments: internal, external
Culture
Snap strategy
Goal is to put something on paper ASAP that people can start to react to. It’s important to identify the sacred cows and hot spots.
You want to make it clear that you are going to hit the ground running while also putting in place a system for gathering information and making decisions.
What are the top 3 things the product org needs to deliver in the next 3 months.
With the exception of any red flags, you shouldn’t focus on these addressing the issues listed below but you should call them out for others to react to
Major org changes
Boil the ocean strategy
Durable strategy
Establish the key strategic pillars
Assess the market & customers
Assess the org
Assess the culture
Assess the process
How are decisions made

General Purpose Theories & Frameworks


Aggregation Theory

Ben Thompson’s .

Good Strategy / Bad Strategy - Rumelt

I believe Rumelt’s Good Strategy/Bad Strategy provides a useful and accessible framework for crafting strategy. Here’s his book, it’s worth reading: - Richard Rumelt
The kernel of strategy:
Diagnosis of the challenge
Guiding Policy to overcome the challenges in the diagnosis
7 sources of power: leverage, proximate objectives, chain-link systems, design, focus, growth, advantage, dynamics, and inertia/entropy. Subset of note:
leverage
proximate objectives
chain-link systems - Can we focus on a weak link in the system?
Coherent Actions to implement the policy

References


1. Market Analysis


Competitive Forces

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Summary of Porter’s 5 forces:
Competitive Rivalry: This force analyzes the intensity of competition among existing firms in the industry. Intense competition can lead to price wars, advertising battles, and other costly tactics that can reduce industry profitability.
Who are the major competitors?
What is the intensity of price wars, product innovation, or marketing battles?
Is the industry growing or stagnant?
Are there signs of consolidations, M&As, breakups?
Are there high fixed costs leading to competitive pressures?
Threat of New Entrants: This force assesses the ease with which new competitors can enter the market. If it's easy for new entrants to enter, the competitive intensity will increase.
Barriers to entry: economies of scale, capital requirements, brand loyalty, regulatory hurdles.
Reaction of incumbents: Are they likely to retaliate aggressively?
How technology or trends lower barriers over time.
Bargaining Power of Buyers: This force examines the power that customers have over the industry. If buyers have strong bargaining power, they can demand lower prices or better quality, which can reduce industry profitability.
How concentrated is the buyer base?
Can buyers easily switch to competitors or substitutes?
How price-sensitive are buyers?
Do buyers have strong negotiating leverage?
Bargaining Power of Suppliers: This force evaluates the power that suppliers have over the industry. If suppliers have strong bargaining power, they can demand higher prices or better terms, which can reduce industry profitability.
Number of suppliers relative to demand.
Switching costs for firms to move to alternative suppliers.
The uniqueness or criticality of supplier offerings.
Integration threats: Can suppliers forward-integrate into your industry?
Threat of Substitute Products or Services: This force assesses the threat of alternative products or services that can satisfy customer needs. If there are strong substitutes available, it can reduce the demand for the industry's products or services.
Availability of substitutes and their attractiveness (price, quality, ease of use).
Switching costs for buyers to move to substitutes.
Trends that might increase substitute adoption (e.g., sustainability, technology).

Barriers to Entry

Porter’s 6 major sources of entry barriers: economies of scale, product differentiation, capital requirements, cost disadvantages, access to distribution channels, government policy.
Understands major barriers to entry: switching costs, regulatory.

Network effects

Same side & cross-side, multi-sided networks

Powers

: Scale economics, network economics, counter-positioning, switching costs, branding, cornered resource, process power

Understanding the environment

and are a couple of frameworks used to understand complex environments. VUCA is an acronym based on the leadership theories of and , to describe or to reflect on the volatility, uncertainty, complexity and ambiguity of general conditions and situations. VUCA emerged from the Army War College in 1987 as the Cold War was coming to an end and took off in management consultant circles.
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Cynefin draws from the Welsh word for habitat and defines 5 states that should be considered when thinking about org designs.
Clear: sense-categorize-respond. “known knowns”
In clear environments, organizations need to accurately sense the situation and quickly categorize and respond. Speed is really important as competitors are probably also tuned into the environment and operating at high frequency.
Complicated: sense-analyze-respond. “known unknowns”
Complex: probe-sense-respond. “unknown unknowns”
Chaotic: act-sense-respond
In chaotic environments, cause and effect are unclear. The only way forward is to act and avoid wasting time trying to discover patterns.
Confusion: separate-assign-[sense|probe|act]
As knowledge increases, there is a "clockwise drift" from chaotic through complex and complicated to clear.
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The Centre for the Evaluation of Complexity Across the Nexus (CECAN) has another interesting representation laid out in
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Exploratory/conceptual or declarative/conceptual models

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3. Business Model Design


Lean Canvas

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Strategy Assessments


Ten Timeless Tests

Will your strategy beat the market?
Does your strategy tap a true source of advantage?
Is your strategy granular about where to compete?
Does your strategy put you ahead of trends?
Does your strategy rest on privileged insights?
Does your strategy embrace uncertainty?
Does your strategy balance commitment and flexibility?
Is your strategy contaminated by bias?
Is there conviction to act on your strategy?
Have you translated your strategy into an action plan?



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