(This week’s One Thing comes from our expert roundtable with Rich Mironov)
The minute somebody dangles a $3M deal, everyone forgets everything we told them in the last year. To prevent this one-off deal from derailing your entire roadmap, you need to pre-sell your roadmap before the deal hits the table. This looks like:
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1. Assigning vague, wide-ranges of money to the big things on your roadmap (things that are likely to get bumped off for a big deal)
2. Prepare other execs for the argument before it happens — with some numbers on the table — so it’s not new information.
Then, when a big deal lands on the table, you’re not left arguing engineering or sizing. Instead, advocate for what makes the most economic sense for the business.
Pre‑positioning the strategic bets in the language of money means you’re not arguing feelings against revenue later. Learn more at CPO.studio.
Mini-Masterclass
I was on my friend Afonso Malo Franco’s Scandinavian Product Podcast with a mini-masterclass on how to manage stakeholders. Enjoy.
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