The Full Stack Leader

What is product-driven GTM?

1. Product vision
2. Effective strategy
3. Team sport
4. Unified view and feedback loops

See the slides below for the full content of the presentation.

Key Elements

1. Customer-centric (pain points, functional, financial, and psychological)
2. Data-informed (measurable success)
3. De-risked (narrow range of outcomes)
4. Partner up (learn from experts)
5. Visible & easy to understand (single unified view, OS)

Vision

• Starts with a clear vision of the future, the ideal state
• Working backward, what needs to be true?
• Apply four lenses: 1) customer 2) market 3) business and 4) technology

Strategy

• Strategy evolves from value creation (customer value) and value capture (enterprise value)
• De-risk with smart bets to manage uncertainty: high payoff with the ability to adapt
• Validate, measure, and ask for help from experts to refine

Execution

• Execute: ship in stages to adapt as you learn more
• Measure what matters (inputs, outputs → outcomes & impact)

Operating System (OS)

• Visible, easy to understand, high-mid-low altitude (dashboards, reports, public changelog)
• Regular pulse of updates (“execute out loud”)

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About This Topic

This is a business strategy and team collaboration framework I developed while at Automattic, Tumblr, and HubSpot with inputs from many other smart folks.

I presented a longer version with examples & stories for the Simpleview product team as an advisor in January 2023 in Tucson, Arizona, USA.

→ View the slides (PDF, 2.8 MB).