I’ll admit it – I have a serious issue with the way most of the tech industry goes about discovering their users’ needs. The fact that I clearly understand why PMs everywhere keep on stepping on the same rake hitting themselves in the face time and time again doesn’t make it any better.
The script would be very familiar to anyone who’s been a PM or worked with one:
- Identify a handful of key large accounts;
- Ask key people there what they want you to develop;
- Develop all the things!!
- Try to figure out how to make the rest of your potential customer base buy what you’ve developed (a.k.a., “get busy hammering square pegs into round holes”).
Telecom Occasionally 