Main takeaways: - What does it mean to be a Product Manager for products sold in enterprise B2B setting? - How do you build roadmap prioritization models when data is limited or skewed with fewer customers or based on conversations? Highlight the critical balance needed between judgement and data driven aspects - Why being a Product Manager in a non consumer facing product setting can be a blessing and curse at the same time? - Why you should care about this, because chances of landing a Product Manager job in company doing B2B instead of B2C, is probably a lot higher, given their share of wallet and sheer number - The key skills needed to succeed in enterprise setting

1. www.productschool.com
How to Build Products in B2B by
Oracle Director of Product

2. FREE INVITE
Join 30,000+ Product Managers on

3. COURSES
Product Management
Learn the skills you need to land a product manager job

4. COURSES
Coding for Managers
Build a website and gain the technical knowledge to lead software engineers

5. COURSES
Data Analytics for Managers
Learn the skills to understand web analytics, SQL and machine learning concepts

6. COURSES
Digital Marketing for Managers
Learn how to acquire more users and convert them into clients

7. COURSES
Blockchain for Managers
Learn how to trade cryptocurrencies and build products using the blockchain

8. Fazal Gupta
TONIGHT’S SPEAKER

9. Building Products in B2B Space
Fazal Gupta
Director, Product Management, Oracle

10. My Info
• Engineering & MBA background
• Career spent in B2B Product Space
• Experience across different stages of
evolution of a product/Industry
Keep in mind…Elephant & blind men tale

11. Agenda
• What is B2B? A PM’s View
• Is Building Products Different in B2B?
• Possible Evolution Path of PM Role in B2B

12. What is B2B? A PM’s View

13. Buyer’s Persona is a Business

14. Is Learning about B2B Worth it as a PM?
$1.3 Trillion
Domain
knowledge
advantage

15. B2B Characteristics
• Customer Personas
• Diversity & Intent of
Stakeholders
• Customer Acquisition Cycle
• Product Value Propositions
• Adoption of Tech. Innovations
Customer’s behavior drives the definition

16. Is Building Products Different in B2B?

17. What does a B2B PM Do?
• Requirements Discovery
• Roadmap Process
• Development Process
• Outbound Communication
• Success Measurement

18. PM role with Company Maturity
Growth Phase
• Balanced growth
• Thoughtful Investment
• Process focus
Start-up Phase
• Acquire customer
• Deal driven
• Iterative but impactful
Maturity Phase
• Broader alignment
• Incremental Innovation
• Customer Retention

19. Evolution of PM Role in B2B… Will it converge with B2C?

20. B2B Product Management Evolution
• Aligning UX Expectations
• Similarity of Concerns
• Data driven decision making
• Buyer vs. Supplier Power
• Unlikely your family can
explain what your company
does :)

21. –Deep Nishar
“A great Product Manager has the brain of an engineer,
the heart of a designer and the speech of a diplomat”

23. www.productschool.com
Part-time Product Management, Coding, Data, Digital
Marketing and Blockchain courses in San Francisco, Silicon
Valley, New York, Santa Monica, Los Angeles, Austin, Boston,
Boulder, Chicago, Denver, Orange County, Seattle, Bellevue,
Toronto, London and Online