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No Nonsense Leadership
#0072 - Rich Mironov – the problem with sales led development
Feb 16, 2023
Rich Mironov discusses the problem with sales led development in B2B enterprise companies, the challenges it poses to product development and profitability. The podcast covers issues with sales-led product development, the importance of executive discipline, improving sales revenue and engineering costs, qualities of a good Chief Product Officer, importance of Agile and Lean Startup in product development, implications of a sales-led organization, and where to find the guest's extensive collection of free content.
01:03:26
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Quick takeaways
- Sales-led development in B2B enterprise companies often results in a customization-focused approach that hinders innovation, new features, and quality improvements.
- A collaborative approach between product and sales teams, along with a shift in sales compensation models, is crucial to address the problem of sales-led development.
Deep dives
The Problem with Sales-Led Development
Sales-led development in B2B enterprise companies often leads to a customization-focused approach that starves the core product of resources for innovation, new features, and quality improvements. This results in frustrated product development and engineering teams, uninspiring products, slow growth, and low profitability. The solution lies in product leaders helping executives understand the differences between a product and service business. It requires a shift in behavior towards prioritizing the development of a product that can be sold to multiple customers, rather than constantly catering to individual customer demands.
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