3 Gems from around the (PM) world - Vol 8
Analyze data for PM Fit, Framework for ICP, How to leverage customer discovery
Hey PMs
Happy Friday. Here are some things I found of immense value about product management. Hope you find them useful too.
In this post:
Gem #1: How Superhuman found product market fit - Rahul Vohra
Gem #2: Framework to build your ICP - Alexander Estner
Gem #3: A lesson in customer discovery - Jen Rubio on “How I built this” by Guy Raz
Gem #1: How Superhuman found product market fit - Rahul Vohra
Product Market fit is an elusive topic. Hard to define, let alone to find. Personally, I like the Sean Ellis formula. If 40% of users say they will be disappointed if you took the product away, then you found PMF.
Superhuman founder and CEO Rahul Vohra walks us through the framework his startup used to make product/market fit more actionable, detailing the survey and four-step process that were key to measuring and optimizing it.
Here it is.
Gem #2: Framework to build your ICP - Alexander Estner
ICP, Ideal Customer Profile, is an important concept for both Product managers and Product marketers. It helps ground your product work to that profile and helps focus the GTM motions.
But most companies do not define their ICPs well, especially in B2B.
In this article, Alexander provides a detailed set of characteristics required to develop your ICP. Here is the article.
Gem #3: A lesson in customer discovery - Jen Rubio on How I built this
Effective customer discovery is a critical component of understanding your customers. In the popular podcast How I built this, the host Guy Raz, interviews Jen Rubio, the founder of the suitcase company Away. What stood out for me was how they did market and customer discovery and more importantly how they leveraged that feedback to create a product that generated $ 150 Mn before Covid hit.
Here is the episode on Spotify. You can find it on other platforms too.
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I am available for coaching and advisory for B2B product teams and startups. Here are some things I can help.
Align business strategy to product strategy with revenue growth
Assess your product processes and recommend areas of improvement
Design product analytics for growth
1:1 and Team Coaching
Let’s start with a free 30 min intro call.