What’s the best way to monetize?

Sachin Rekhi (Group Product Manager at LinkedIn)
Lessons Learned on the B2C2B Model | Sachin Rekhi

The main advantage of B2C2B [selling to individual employees as a path to an enterprise sale] compared to traditional top-down sales is that it can significantly reduce your customer cost of acquisition. The traditional B2B sales process requires large marketing budgets and long sales cycles. With B2C2B, you can gather detailed demographic and behavioral data on each of your end users that can help to significantly optimize and prioritize your up… (read more)

What’s the best way to manage customer feedback?

Sachin Rekhi (Group Product Manager at LinkedIn)
A Practitioner’s Guide to Net Promoter Score (NPS) | Sachin Rekhi

The most actionable part of the NPS survey is the categorization of the open-ended verbatim comments from promoters & detractors. Each survey we would analyze the promoter comments and categorize each comment into primary promoter benefit categories as well as similarly categorize each detractor comment into primary detractor issue categories.

What’s the best way to interview customers?

Sachin Rekhi (Group Product Manager at LinkedIn)
A Practitioner’s Guide to Net Promoter Score (NPS) | Sachin Rekhi

Ask your customers: “How likely is it that you would recommend our company to a friend or colleague?”, with the possible answers ranging from 0 – 10. Group your customers into Promoters (9-10 score), Passives (7-8 score), and Detractors (0-6 score). Then subtract the percentage of detractors from the percentage of promoters and you have your NPS score. The score ranges from -100 (all detractors) to +100 (all promoters). An NPS score that is great… (read more)

What’s the best way to get more customers for your product?

Sachin Rekhi (Group Product Manager at LinkedIn)
How to Find Your Ideal Customer | Sachin Rekhi

Determine the most meaningful attributes by which you can segment and cluster your candidate customers. Some of the most common segmentation attributes include use case, role, demographics, firm characteristics, and psychographic

What’s the best way to get more customers for your product?

Sachin Rekhi (Group Product Manager at LinkedIn)
How to Find Your Ideal Customer | Sachin Rekhi

Evaluate the attractiveness of each of your determined customer segments based on attributes that you’ve developed. Typical evaluation criteria include segment size, resonance with value proposition, willingness to pay, strongest delivered value, acquisition strategy, and strategic fit.

What’s the best way to get more customers for your product?

Sachin Rekhi (Group Product Manager at LinkedIn)
How to Find Your Ideal Customer | Sachin Rekhi

Take an inward look at your existing customers, using available customer registration data, your analytics tool’s demographic segmentation capabilities, customer surveys, tools like FullContact, Clearbit, Pipl, ZoomInfo, and MaxMind’s IP Address database, and interviews with sales reps, account managers, and customer service reps.

What’s the best way to find product market fit?

Sachin Rekhi (Group Product Manager at LinkedIn)
Video: The Hunt for Product/Market Fit | Sachin Rekhi

Your value proposition and this is not your feature list. This is not your product roadmap. This is simply the value promise that you’re giving to your customers. This again [is] really important to distinguish from your [idea or] solution. The question becomes “Is the problem you are solving important?”

What’s the best way to find product market fit?

Sachin Rekhi (Group Product Manager at LinkedIn)
Video: The Hunt for Product/Market Fit | Sachin Rekhi

You want to try and achieve synthesis across your user interviews. This means looking for commonalities across the conversations. You don’t have statistically signficant information yet. A good way to help find this synthesis is to create a common set of questions

What’s the best way to find product market fit?

Sachin Rekhi (Group Product Manager at LinkedIn)
Video: The Hunt for Product/Market Fit | Sachin Rekhi

Use a mix of aided (open ended) and aided questions to get feedback. “What’s your biggest issue” vs “rank these issues”. If your issue isn’t on their ranking or open-ended … you probably have a nice to have product.