Product Management in Early Stage Startups

Product Management in Early Stage Startups

@amitranjan
@amitranjan
37 Followers
2 months ago 530

Product Management in Early Stage Startups

@amitranjan2 months ago

Product Thinking & Management in Early Stage Tech Startups

Amit Ranjan

                              Presentation Flow

                              • ❖ Need for Product Thinking / Management
                              • ❖ What is Product Management?
                              • ❖ How Product Mgmt varies with Startup LifeCycle
                              • ❖ Managing Products in Early Stage Startups
                              • - 10 Lessons

                                                          Sobering Startup Truth No 1

                                                          of startups

                                                                                      The 10 main reasons startups fail why

                                                                                                                  Sobering Startup Truth No. 2

                                                                                                                  The Product Squiggle ('The Drunken Walk')

                                                                                                                                              Knowing What to Build ?

                                                                                                                                              THE HOLY GRAIL OF STARTUP SUCCESS

                                                                                                                                                                          Knowing 'What, When, Why, How, Where, Who' to build is the role of Product Management…..

                                                                                                                                                                                                      Product Management is the function that manages the product life cycle through activities like planning, forecasting, production, marketing.

                                                                                                                                                                                                                                  Product Management owns the Vision, Design and Execution of the Product

                                                                                                                                                                                                                                                              Vision

                                                                                                                                                                                                                                                              • ❖ Align org goals with market conditions & user needs
                                                                                                                                                                                                                                                              • ❖ 'Get' the pulse of the product

                                                                                                                                                                                                                                                              Design

                                                                                                                                                                                                                                                              • ❖ Give shape to the product: feature mix, user experience

                                                                                                                                                                                                                                                              Execution

                                                                                                                                                                                                                                                              • ❖ Work with engineering, quality, marketing to deliver

                                                                                                                                                                                                                                                                                          What is Product Thinking?

                                                                                                                                                                                                                                                                                          'Product Thinking is a user -first look at the problem being solved and its solution'

                                                                                                                                                                                                                                                                                          →

                                                                                                                                                                                                                                                                                          Users / Target Audience

                                                                                                                                                                                                                                                                                          →

                                                                                                                                                                                                                                                                                          Vision / Strategy

                                                                                                                                                                                                                                                                                          Goals / Features

                                                                                                                                                                                                                                                                                                                      • 'A great product manager has the brain of an engineer, the heart of a designer, and the speech of a diplomat…'

                                                                                                                                                                                                                                                                                                                                                  'The best Product Managers become CEOs of their products...'

                                                                                                                                                                                                                                                                                                                                                                              Product Mgmt varies along Startup LifeCycle

                                                                                                                                                                                                                                                                                                                                                                              'Product Mgmt is required at all stages, but it's structure varies from informal (early stage) to formal (late stage). Initial PM role (early stage) may be handled by founders or enggs, while later (late stage) thoroughbred PMs take over'

                                                                                                                                                                                                                                                                                                                                                                                                          Product Management v/s Startup Lifecycle

                                                                                                                                                                                                                                                                                                                                                                                                                                      10 Lessons in Managing Products in Early Stage Startups

                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Startup - From First Principles

                                                                                                                                                                                                                                                                                                                                                                                                                                                                  • 'A startup is a temporary organization searching for a repeatable & scalable business model -Steve Blank'

                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Create → Repeat → Scale

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Minimum Viable Product

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              MVP is an early version of the product that gives maximum learning about customers with least effort.

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Rationale for MVP: Startups ≠ Perfect

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      'If you are not embarrassed by the first version of your product, you've launched too late -Reid Hoffman'

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                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Product Market Fit (PMF)

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              PMF is the degree to which a product satisfies a strong market demand.

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          How do you know you have PMF?

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Consumer PMF looks like*

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Organic growth - 1000s of signups/day
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Returning users - 100s of users returning 3 days/week
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Clear path to 100K users

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Enterprise/SAAS PMF looks like*

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Freemium-to-paid conversion rate 5%
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ LTV/ CAC ratio > 3
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Monthly churn rate < 2%
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • ❖ Clear path to $100K MRR

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      - Rahul Vohra @SuperHuman

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Startup Funnel Metrics

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Funnel metrics is visualizing the product's key workflow in terms of a conversion funnel.

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Simplified Funnel Metrics

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Stripped down version of Funnel Metrics

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Acquisition
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Retention
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Revenue

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              SlideShare version of Funnel Metrics*

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Distribution (Team 'distro')
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Engagement (Team 'engage')
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Monetization (Team 'biz')

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          SlideShare -Team Division along Funnel Metrics

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Early Stage Team Hiring & Composition

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      ' Startup CEOs are Glorified Recruiters'

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Product Enggs are ' Enggs with Product Sense'

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Team Structure Morphs along Startup Cycle

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Product Requirement Document (PRD)

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ A Product Requirements Document (PRD) is the 'running blueprint' of the product.
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ PRD builds team consensus & gets buy-in from all stake holders.
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              • ❖ Links product scope, value prop, market analysis, use cases, product requirements, constraints, workflows & mockups, metrics, milestones, timelines

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          PRD: From Product Mgmt to Development

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Product Management

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Engineering

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Who

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Why

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          What

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          How

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Market Segments Personas

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Customer Journey Scenarios Constraints

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Features Infrastructure Technology UX

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Design Specs Implementation Details User Interface

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      3 Point Thumb Rule for Product Prioritization

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Product Features (prioritizing for a product)

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Metrics movers
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Satisfiers
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Delighters

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      Product Roadmap (prioritizing overall product plan)

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Core
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Strategic
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      • ❖ Venture

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  Prioritizing (Iterative) Product Feedback

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  • ❖ One person's opinion (OPO) / Highest paid person's opinion ( HiPPO)
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  • ❖ Strong suggestion
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  • ❖ Vocal minority phenomenon
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  • ❖ Mandate

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  The context for feedback as imp as feedback itself!

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              Focus on core, Outsource non-core complexity

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              'The Build v/s Buy Decision'

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • ❖
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • Cloud: AWS, Azure

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • ❖
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • Hosting: Digital Ocean, Softlayer
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • ❖
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • Billing: Braintree, Razorpay

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • ❖
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • Analytics: Mixpanel, Clevertap
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            • ❖ Voice: Twilio

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            Don't Reinvent the Wheel! Engineers (by default) like building new shiny tech toys:)

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                        Consumer v/s SAAS User Values & Functionality

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                    And last but not least….

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                The Art of Managing - Failure, Risk, Ambiguity

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                Failure

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                Risk Taking

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                Ambiguity

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                MVP, Lean, Agile are all ways to manage risk!

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            Let's

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                            https://twitter.com/amitranjan

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • https://twitter.com/amitranjan
                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          • in http://in.linkedin.com/in/amitranjanprofile

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                          Thank You

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                      References

                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  References : Product Thinking

Product Thinking & 
Management in Early Stage 
Tech Startups
Amit Ranjan
1/40
Presentation Flow
❖ Need for Product Thinking / Management 
❖ What is Product Management?
❖ How …
2/40
Sobering Startup Truth No 1
3/40
4/40
Uncertainty / Patterns / Insights Clarity / Focus
Research Concept / Prototype Design
The Product…
5/40
Knowing What to Build ?
THE HOLY GRAIL OF STARTUP SUCCESS
Prototype 
Design
MVP
Product 
Scop…
6/40
Knowing 
“What, When, Why, How, Where, Who” 
to build is the role of Product Management…..
7/40
Product Management is the function that manages the 
product life cycle through activities like pl…
8/40
Product Management
Vision
Design
Execution
Product Management owns the Vision, 
Design and Exe…
9/40
Vision
❖ Align org goals with market conditions & user needs
❖ “Get” the pulse of the product 
D…
10/40
Product Management
Vision
Design
Execution
What is Product Thinking?
“Product Thinking is a us…
11/40
“A great product manager has the brain of an 
engineer, the heart of a designer, and the 
speech …
12/40
“The best Product Managers become 
 CEOs of their products...”
13/40
Product Mgmt varies along Startup LifeCycle
“Product Mgmt is required at all stages, but it’s 
st…
14/40
Product Management v/s Startup Lifecycle
Discovery
Validation
Growth
Idea/Team Fit Product Mark…
15/40
10 Lessons in Managing Products 
in Early Stage Startups
16/40
Startup - From First Principles
Create → Repeat → Scale
“A startup is a temporary organization 
…
17/40
2
Minimum Viable Product
Build
Learn Measure
Pivots Experiments
Metrics
MVP is an early versi…
18/40
19/40
Rationale for MVP: Startups ≠ Perfect
“If you are not embarrassed by the first 
version of your p…
20/40
21/40
3
Product Market Fit (PMF) 
PMF is the degree to which a product 
satisfies a strong market dema…
22/40
How do you know you have PMF? 
*illustrative examples
Consumer PMF looks like*
❖ Organic growth …
23/40
- Rahul Vohra @SuperHuman
24/40
4
Startup Funnel Metrics 
Revenue
Referral
Activation
Retention
Acquisition How users find yo…
25/40
Simplified Funnel Metrics 
Stripped down version of Funnel Metrics
❖ Acquisition
❖ Retention 
❖…
26/40
SlideShare – Team Division along Funnel Metrics
Team 
Distro
Team 
Engage
Team 
Biz
User Jou…
27/40
Early Stage Team Hiring & Composition 
5
Product
Engineering
Design
“Product 
Engineers”
Bac…
28/40
Team Structure Morphs along Startup Cycle
“Product 
Engineers”
Backend 
Devs Testers
Designers…
29/40
7
❖ A Product Requirements Document (PRD) is the “running 
blueprint” of the product. 
❖ PRD bui…
30/40
Who Why What How
Product Management Engineering
PRD: From Product Mgmt to Development
Market Seg…
31/40
3 Point Thumb Rule for Product Prioritization
Product Features (prioritizing for a product)
❖ Met…
32/40
Prioritizing (Iterative) Product Feedback 
❖One person's opinion (OPO) / Highest paid 
 person’s …
33/40
Focus on core, Outsource non-core complexity 
9
❖ Cloud: AWS, Azure
❖ Hosting: Digital Ocean, So…
34/40
Consumer (B2C) SAAS (B2B)
Building for End Users End Users / Buyers
Key Focus User’s emotional ne…
35/40
And last but not least….
36/40
The Art of Managing - Failure, Risk, Ambiguity
Failure Risk Taking Ambiguity
MVP, Lean, Agile are…
37/40
https://twitter.com/amitranjan
https://twitter.com/amitranjan
http://in.linkedin.com/in/amitranja…
38/40
References
❖ http://steveblank.com/2010/01/25/whats-a-startup-first-principles/
❖ http://www.paul…
39/40
References : Product Thinking
40/40


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