I love this take on the whole, Leah. I’d be interested to hear your take on how this plays out by customer tranche (B2SMB, B2MidMarket, B2Enterprise) or by pricepoint (3-4 figure ARR vs 5+ figure entry points).
Also, could you provide a practical example for what an IPM would do to “integrate existing products better into their customers' workflows without necessarily delivering new features”?
One key strategy to win is to integrate into industry specific workflows, what tools are they using, can we make ourselves indispensable in their workday without being "seen" too much?
For instance some hubspot integrations / plugins are more important to some businesses than hubspot itself. I've seen some custom work done on how to sync their hubspot pipeline with product analytics (for a PQA sync) which has become so important to the company that they would never exchange Hubspot because of the additional work they have spent on integrating it into their cross functional processes.
I love this take on the whole, Leah. I’d be interested to hear your take on how this plays out by customer tranche (B2SMB, B2MidMarket, B2Enterprise) or by pricepoint (3-4 figure ARR vs 5+ figure entry points).
Also, could you provide a practical example for what an IPM would do to “integrate existing products better into their customers' workflows without necessarily delivering new features”?
One key strategy to win is to integrate into industry specific workflows, what tools are they using, can we make ourselves indispensable in their workday without being "seen" too much?
For instance some hubspot integrations / plugins are more important to some businesses than hubspot itself. I've seen some custom work done on how to sync their hubspot pipeline with product analytics (for a PQA sync) which has become so important to the company that they would never exchange Hubspot because of the additional work they have spent on integrating it into their cross functional processes.