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Do Product Managers Need to Show The Quantitative Benefits of Their Products?
Surprisingly, most choose not to
Convincing an enterprise to buy your SaaS solution is a hard thing. Product managers are responsible for understanding market problems and translating the problems into stories that drive the creation of backlog items. Product managers help prioritize the backlog items so that the most impactful items are worked on first. This is an ongoing process as a product evolves. Part of the challenge product managers face is explaining the benefits of their evolving products. For startup and early adopter products, it is hard. Once a market evolves to the Early Majority and Late Majority stage it becomes easier. Should product managers of Late Majority products be able to show the quantitative benefits of their products?
Late Majority Product Management is Tough
Products in a market that has reached the Late Majority require different product management skills than those faced by early markets. In early markets (visionary, early adopters, and early majority) there is not a consensus yet regarding key requirements. Solutions are often tackling market problems that are not well understood. Some innovations have to be proven by early adopters before the much larger market will embrace them..
