Main takeaways: -How to create delightful B2B products by wearing the customer's shoes -The role of compliance, data, and instinct in unlocking Enterprise deals -What is Hypergrowth and how to plan for Hyperscale

1. www.productschool.com
How to be an Enterprise PM and Build
For Hypergrowth by Twilio PM

2. Your Product Management Certificate Path
Product Leadership
Certificate™
Full Stack Product
Management Certificate™
Product Management
Certificate™
20 HOURS
40 HOURS
40 HOURS

3. Corporate
Training

4. Free Product Management Resources
BOOKS
EVENTS
JOB PORTAL
COMMUNITIES
bit.ly/product_resources
COURSES

5. How to be an
enterprise PM and
build for
hypergrowth.
a webinar by Prateek Jain

6. 3 parts
➔ Enterprise vs Consumer
➔ Hyperscale
➔ Product Case Study

7. Enterprise products vs Consumer
The persona is different
The process is different
The metrics are different
The goals are different
The Product Manager is different

8. Meet Marcos.
He recently joined BigCo as a director
of Customer Success.
20 years into his operations career,
he’s used all the tools out there, and he
tirelessly takes over the Customer
Support tool wherever he joins. He’s so over software
bugs, he chooses not to
use a smartphone...
Oh, and his browser is
Microsoft Edge
Story for illustration purposes only
The Persona is different

9. Meet Alberto.
He just took his first job in BigCo as a
tech support agent.
He loves soccer, fortnite, and is
extremely savvy with software. He
likes to code and become a power user
of his software tools.
Alberto has the latest
iPhone, and... Google
Chrome.

10. The Process is different

11. “Validation interviews are to
Enterprise product managers
what A/B testing is to
consumer product managers...
A punch in the gut to the ego”
- Prateek Jain

12. Works > Integrates > Fast > Easy > Pretty
The metrics are different

13. Win by finding the goal
Enabling your customer to succeed and speed up
what they do is what makes you win. Most times
this means the success metrics are about helping
customers get more done in less time.
The goal will keep
changing positions,
but the direction
won’t change till
half-time i.e.
disruption
The goal is different

14. Hitting Hyperscale
Demands
Instructure
Moving the Needle

15. “During Hypergrowth,
Product Management is very
easy... because customers
are constantly yelling at you
about what they want!”
- Prateek Jain

16. Gotta build the instinct
Instincts:
Industry trends
Customer interviews
Customer visits
Metrics:
Usage
Website
Ratings
Stories:
Support Tickets
NPS Surveys
Sales Requests

18. “Companies that fail to
become Unicorns...
are the companies that build
features rather than
infrastructure”
- Prateek Jain

20. “We get feature requests all
day...
But if we just did them all you
could replace Product
Managers with Slido”
- Prateek Jain

21. A case study
Twilio’s Messaging Insights
➔ Why
➔ Who
➔ How
➔ What

22. NPS data Sliced by User Types, Geography, Age, Account Size, Lifecycle...
Troubleshooting

23. Find Data and Build Empathy

24. Identify Goals and → Success Metrics
→
→
→
Early Goal: Increase Transparency and Demystify Twilio Messaging

29. demo

31. The Results

32. “If you want to get a free
product funded...
Find a way to connect it to
revenue”
- Prateek Jain

33. Remember
You set the priorities.
➔ Enterprise products
Need data as well as instinct
➔ Hyperscale
Features → Infrastructure
➔ Product Management
Finding order in chaos

34. Good luck!
I hope you’ll use these tips to go out and build
fantastic technology!
Stay in touch,
@prateekdhakra

35. www.productschool.com
Part-time Product Management Training Courses
and
Corporate Training