In selling software as a service to a global law firm who should a PM speak to

Buyers, Users, B2B >>> In selling software as a service to a global law firm who should a PM speak to >>> The Business of Product Management I

The CIO

Speaking with the CIO can make him an advocate of your product

The executive committee

Speaking with the executive committee can give you the political power to purchase your product

The regional IT department heads

Speaking with the regional IT department heads can make them advocates of your product

The finance committee

Speaking with the finance committee can give you insight into what sort of cost savings your product represents

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Question 8

Answer the remaining questions based on this case study:

Famous cybersecurity researcher Brian Krebs alerted a city’s officials of ransomware being deployed on their network. According to Brian, “My call was transferred to three different people [in city IT], none of whom seemed eager to act on the information. Eventually, I was routed to the non-emergency line for the city’s police department. That call went straight to voicemail.”

This indicates:

1 / 1 point

Brian Krebs did not understand the city’s customer journey

Brian Krebs did not reach out to enough decisionmakers to sway a purchase decision

Brian Krebs did not overcome the tendency of city officials to prioritize trivial matters

Brian Krebs did not demonstrate enough elements of value

Correct! The city officials were exhibiting bikeshedding, and allowing a complex issue blossom into an emergency.

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Question 2

In 2018, Justin Kang (who founded the B2C company Twitch.tv and sold it to Amazon for $1 billion) wrote “B2B Customers know what they want, while B2C products are a shot in the dark” and “B2B Customers will actually pay for your products.” During the time he wrote this, he founded B2B startup Atrium Law, which offered subscription corporate legal services and attracted $75 million in funding. By comparing Justin Kang’s writings to Nancy’s lecture, we can reasonably infer:

1 point

Justin Kang understands what makes B2C products successful

B2C companies make more money than B2B companies

Atrium Law is successful

Atrium Law has failed

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The police never informed the mayor of Brian Krebs’ tip

Likely. Or else why would the mayor be uninformed?

The 3 people Brian Krebs initially called never informed the mayor of Brian Krebs’ tip

Likely. Or else why would the mayor be uninformed?

The mayor was adequately prepared to speak to the press

A window of time existed for action, but that window had closed

15 days to attack the ransomware

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Deliver a product on time and under budget

Listen to the customer

Focus on doing one thing well

Deliver a product that provides value in multiple ways

Home » The Business of Product Management I » In selling software as a service to a global law firm who should a PM speak to

In selling software as a service to a global law firm who should a PM speak to

Buyers, Users, B2B >>> In selling software as a service to a global law firm who should a PM speak to >>> The Business of Product Management I

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Which of the following is relevant to Eventbrites serviceable obtainable market? (Select all that apply.)

To orient your customer journey map

Read the Product Hunt PRD to answer the following questions: Which of the following is true of the Intro & Goal and Whos it for sections

Which of the following resources may be useful for competitive analysis (select all that apply)?