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Is B2B Product Management Different From B2C? - Product Science Journal


Product Science Journal

September 19 · Issue #20 · View online

Insights for product leaders on applying design thinking, data science, lean startup, and agile principles to develop great product teams and product growth strategies.

Over the years, I’ve worked on both B2B and B2C products, and I’ve found that B2B product management seems to be less, well, sexy. In the world of product management at large, a lot of people think of household name digital companies and the glamour of building a product that millions of people use. That can be exciting, for sure.
I’ve found, though, that the B2B side is really exciting to me. Most people spend most of their days at work. The impact we can make on their daily lives by making their workdays better is tremendous. And the amount of money that flows through B2B is also huge. There is so much value that we can create for society by innovating in the B2B space. And with the rise of SaaS and cloud computing, this is increasingly visible.
So is product management different in B2B than in B2C? I’d have to say, there are some crucial differences. In B2B, you often don’t have the user scale to A/B test as much. You can be running hundreds of millions of dollars of revenue through your platform and have less than a thousand users. So to build a high-growth product, you have to really understand those users. You have to observe them, understand the context around them, and understand all the people in their organization that are involved in generating value from the use of your software. To me, that’s like a big puzzle, with a big prize for solving it. It’s not so easy and it may not be sexy, but it’s so worth it!

Hearing About Accounts, Listening for Segments
Why Product Management for B2B Needs to be Different From B2C
The Product Management Coach with Jeff Lash
Upcoming Events
Sep 26th Webinar with H2R Product Science and Alpha
Oct 16th in NYC - Data-Driven Product Decisions Workshop
I’m thinking of adding a workshop in Seattle on Nov 26th or 27th - please reply and let me know if that is appealing!
Thanks for reading!
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