On communicating your Product Philosophy

Recently, I walked into a trap. It is going to cost time and money to get out of, and in part, it is of my own making. It is most definitely not the end of the world, but it is unpleasant and may have been avoided. Hopefully I will not be making the same mistake again.

Recently I wrote about the importance of Vendors’ communicating the key reasons behind the existence and development of their product clearly, and this post I guess is an example case study.

The pickle I’m in now has precipitated from an (incorrect) assumption that when an otherwise superior system is overlaid with a higher order system (from the same Vendor) with the intent of enhancing its overall function, the key functionality of the original superior system would be preserved.

Apparently not so; and my guess is that it is because the product philosophies of the two development groups who have created the original system and the higher order one are not the same. In other words, what is considered absolutely critical by the group one, isn’t necessarily the top priority for the group two.

And this brings us back to the question of communication. In a typical 20/20 hindsight fashion, I think that if the Vendor has been able to communicate clearly the philosophies of the two groups and highlight the differences, the trap may have been avoided.

Granted, this may not have resulted in a sale of the higher order system, but at the very least they would have had a happy customer, who’s business would have been delivering value to the market, and who would have been happily buying more of the original product. Additionally, the revenue stream would have already started, because instead of going back to the drawing board, we would have been busy on-boarding new customers instead.

Note to self: talk to the people who own the product philosophy and strategy before taking a leap.

Note to Vendors: know your product’s history, present, and the guiding principles that determine its development, and be able to communicate it clearly to your audience. The ability to do so is a clear differentiator and will make you a many happy returning customer.

About Dmitri Kalintsev

Some dude with a blog and opinions ;) View all posts by Dmitri Kalintsev

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