Product Talk EP 350 - Skyflow CPO on Scaling B2B Product Businesses
Dec 6, 2023
Amruta Moktali, CPO at Skyflow, shares insights on scaling B2B product businesses, diversifying teams, partnering, automating processes, and anticipating customer needs as a company rapidly grows. Topics include scaling data privacy, building the right team, focusing on mastery, challenges of product-led growth for B2B platform products, and importance of growth-led product and privacy engineering.
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Consistent Messaging, Shifting Focus
- Go-to-market messaging can stay consistent across customer sizes for platform products.
- The emphasis in sales shifts from features to performance, security, and change management as customers scale.
Partner Closely With Sales Engineers
- Product managers should work closely with sales engineers as they translate customer needs.
- Sales engineers help ensure the product team only commits to doable solutions, preventing 'hot potato' issues.
Leveraging Types of Partnerships
- Approach partnerships by categorizing features as native, hybrid (integrated), or fully partnered.
- Partnerships can extend use cases and scale via both technical integration and go-to-market collaboration.