Dhana Shah

two of my favorite Customer Success champs, Atma and Kritika, dive into an incredible discussion on their journeys in Customer Success. This episode is a must-listen for anyone who wants to understand the evolving world of Customer Success and get an exclusive sneak peek into Atma’s book, Customer Success Flywheel. From insights on the changing role of CSMs to actionable strategies for success plans and risk-reward metrics, this podcast is packed with wisdom for professionals at any stage of their CS career.

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Over the weekend, my friends and I were planning our year-end trip, scrolling through the usual hotel booking sites. You know the drill—pick dates, find a place, book. But something felt… off. 🤔 Where are the curated experiences? Even non-personalized ones? As a Product Manager, this got me thinking. Why are these platforms still so generic? Here’s an idea: what if we let local hotel owners take charge? Imagine the value a local expert could bring to your trip versus, say, a PM at MakeMyTrip. No offense to the PMs out there—I'm one of you! But we all know that a local could give better recommendations. What if hotel owners could offer premium listings with local experiences? On check-in, they could ask guests what they’re into and create something unique. Picture this: a hotel listing in Amritsar with a food tour featuring Pehelwan’s Kulcha, Ahuja’s Lassi, and Sharma’s Gulab Jamun. Now that’s an upgrade from the usual “continental breakfast”! What’s in it for everyone? -Memorable experiences for travellers -Huge differentiation for Tier 3 hotels -Increase in ABV for platforms like MMT It’s a win-win-win. And all it takes is a little creativity and decentralization. Let’s rethink how we travel! 🌍✈️ MakeMyTrip Goibibo Amadeus Booking.com #product #curatedexperiences #travel #amritsar

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PRD, What Is Good For? Absolutely nothing! Just kidding! (or am I?) Although no one will actually read your PRD cover-to-cover, a PRD is very useful for product managers to ensure they thought about all of the requirements from multiple viewpoints and did not miss anything: Who are you building for? What is the problem you are trying to solve? What is the solution? How is it different than what's available now? There are as many PRD templates as there are PMs in the world, but the point is - it is your tool, and an ever-changing one that will keep evolving as your features and product develop, not to mention new technology adds new types of requirements and makes old requirements obsolete (comment below if you ever wrote install.exe in your command line) There are many PRD generators who are basically a GPT-wrapper with a system prompt holding the PRD template and a fancy UI, ChatPRD being the best known, but the question is - why should you pay for something you can do on your own. Here's a short guide on how to do it: 1. Take your PRD template file and upload it to ChatGPT (or write a long prompt explaining what sections you want and what should they include) 2. Tell ChatGPT this is the PRD template you want to use, and tell it you want to create a PRD about [whatever] in the same format That's it. Results vary. You will quickly find out that giving big tasks to AI often result in disappointing results. If you want to be a professional product manager, and do it the product discovery process properly, your PRD will be created LAST. First, test your idea with #LeanCanvas, then think about your #Persona and the #UserJourney, then create user stories with clear acceptance criteria, and only then create your PRD to bundle everything together. Good luck doing it with any chat-based LLM without spending your day on prompt engineering. The good news, Iteraite got you covered. We will do everything for you, just follow the steps and provide the context and information when prompted (pun intended 😁). Our app is based on a best-practice workflow, taking you through all the steps required to design a great product - not just a "prompt" kind of doc that will hit LLM limitations very fast. We offer our current web app for free until 1/1/2025 - check it out at www.iteraite.com and you can register for the next version to be released early 2025 and get a 30% discount as an early bird. You will not be charged until the new version is online. If you want me to give a live demo, comment below or DM me. #ProductManagement #PRD #ProductStrategy #rushhour

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While I initially thought my Singapore based SaaS product would seamlessly fit into the US Markets I quickly realized the nuances and complexities of the American market were quite different from Singapore Here are some of my learning’s * The size of the SMBs in the US is much larger than Singapore (ICP is different) * Cold calling doesn’t work best in New York (The GTM strategy had to be redefined) * The Digital Marketing Costs are much higher (COA and other Unit economies had to be relearnt) * The product had to be reworked to suite a different size and kind of user Anyone out there who has overcome these challenges and expanded to the US Markets from Singapore? #SaaS #USMarket #BusinessLessons #goingglobal #expansion #singaporetoUSA

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Did you know as a G2 customer you have access to our AI SDR, Monty? A lot of folks don't, so I'm on a mission to let our Asia Pacific customers know they can tap into this feature and leverage it. Why set this up? When a buyer initiates a chat with Monty on G2, you have a 30x higher chance of converting that buyer to a lead. And you can even put Monty on your website to replace an expensive chatbot or a chatbot that is not trained on your product, benefits, and reviews. Check out more in the link below.

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Pictured below is me and Sudharshan representing RevenueHero at Dreamforce in 2022, fresh off of a pivot, with 1 paying customer and a couple of other deals for the new version of the product, mostly sourced through connections and mutual. We were just learning the ropes of GTM with baby steps at SEO and figured in-person events would be the bees knees to let the world know about RevenueHero and interest folks in conversations. What we quickly learned was that we didn't have much in the way of learnings or insights to offer, other than our conviction in the problem we were solving and why it's an important problem to solve. We needed a deeper understanding of: - The exact persona we were solving problems for? - How solving that problem makes them successful in their role? - Why it's important for them to consider solving the problem that RevenueHero solves, and how it impacts their business. We spent 2023 solving for this. Instead of in person events, we chose to spend our marketing budget sponsoring, participating and being present exclusively in online communities, newsletters and places we felt had a high concentration of our ICPs. At different times, we were either involved or continue to work with in no particular order - - Exit Five - MKT1 - Revops Co Op - Revgenius - Humans of Martech. This, combined with performance marketing and some well timed campaigns across socials, word of mount and amazing early customers, helped us accelerate our pipeline through 2023. And while building pipeline and revenue, we learned how important it was for RevenueHero to be present in even more places for folks to trust the brand, the people behind the brand and the promise of amazing product and experience we provide. And so in 2024, with 250+ customers, thousands of hours of conversations, our first virtual summit and a significant revenue milestone later, well we still have loads to learn, and a little things we've learned so far to chat about. Which is why this year we'll be at SaaStr, Drive by Exit Five and Inbound this year. We're still learning how to be top of mind for our prospects, navigating upper mid market deals, building trust for our brand, especially selling remote to the world with a world class product and massive incumbents in the space. What we've learned is: - Struggles and priorities of marketing and ops folks in B2B organisations - Scaling support for 100s of companies on Slack - Early stage discounting - What not to outsource - Building a hybrid company through all this thus far - Building a company with 6 co-founders (not kidding) and a whole lot more. Too long for linkedin character limits. So if you're around, we'd love to say hi, share what we know and learn what we don't. We're also hosting happy hours with a bunch of other awesome folks, close to Inbound, and would love to meet you there. What other events should we be attending this year? Join us? https://lnkd.in/gafWi779

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TIME - the salesperson's ENEMY or FRIEND? Why not BOTH at once? Obviously, anyone who carries a quota knows what "time is running out" means. Missing a few thousand to make your quarterly or annual objectives? Then, time definitely feels like an enemy. An enemy some clever clients may even elicit to extract further concessions. But then, this is exactly why time can also be a precious ally. We have all been there. There is this juicy contract out there we can take. But it is, in fact, a poisoned gift. 👎 The thing is too big, too complex, not defined enough... 👎 But the temptation is too great for some. They sign, telling themselves that delivery is someone else's problem. 👎 BIG MISTAKE: resources are now hogged in that bad deal. They are not available later when better deals show up. 👎 Despite all of that time and effort, that client is still unsatisfied, and complain - LOUDLY. They are making it YOUR problem, which somewhere is just plain fair. 👎 The CEO then invites you in his office for a serious chat. See, the CFO analyzed that deal, and it turns out not to be profitable (shocker). With all complex deals, there is always some risk involved. But some deals have "trouble" written all over it before they get signed. This is when time can be a precious ally. 👍 SLOW DOWN. Take a breather. Is this deal VIABLE? 👍 No? Is there a way to make it viable? To bound it better? And as for the last minute mad dash to fill quota, it is both a question of starting selling on day 1 with the same urgency as before the deadline. And for #salesmanagement to give quotas that can be ambitious, sure, but realistic! I know—easier said than done. But #sales isn't supposed to be easy. This is why it is exhilarating! #management

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Whilst Taskize has always focused on issue and query resolution, our interoperability strategy helped clients realise the true value of what we have to offer. 🚀 Hopefully this refresher shows the value in consolidating the issues that are surfaced by your core processing systems (exception managers, reconciliation platforms etc.) and then using our integrations with communication channels (Symphony, Email and Microsoft Teams) can drastically increase post trade efficiency. 🏎️ #taskize #queryresolution #posttrade #operationsefficiency #bankingoperations

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I've had the pleasure of joining the 8th Asia Pacific Forum in Bali this week 🇮🇩 It seems that finding solutions to scale quickly and install small GTM team to test specific market viability is a hot topic right now. Here's how Remote helped our clients to achieve just that: 1) Leverage our in-house wholly owned entities across the globe to onboard hires quickly 2) In-house compliance and legal experts to help you navigate complex local employment laws 3) Remote handles Payroll, statutory contributions, tax withholdings and filings

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Technically, this is my 18th day in Intervue.io and as you would expect in a Start up seems like my 180th! Short summary : I'm lovin' it :) Now, I am on the look out for my next 2 critical Hires within the GTM team. Quick snapshot below: 1. Mid-Market AE: The incumbent, reporting into Aayushi Jain will help us realise our Mission of "Changing the way the World Inter[Vue]s ..forever!" on the ground with MM/SMB organisations in the Domestic market. 2-3 years of hunting and Closing experience within the B2B Tech ecosystem is a must. PS: I'm also a big believer of matching the right talent with the right opportunity and taking a leap of faith at times . If you are a High performing SDR [ At least 2-3 years of experience] in your current Org, and not able to grow vertically [ for whatever reason] , do reach out and you will be given due consideration. 2. Outbound SDR [NAMER] : The incumbent will be our 1st Hire specifically for the US Market and will lead our Pipeline efforts in the region to help set up a strong base. 2-3 years of SDR Experience [ With at least 1 year focussed on NAMER ] is a must. Steps to apply : 1. Shoot a mail to me with the Subject-line " Application for [Role Name] " 2. Within 5 sentences, articulate why you might be a good fit for the role that you are applying . [ Social Proof, data points would really help your case] 3. Please DO NOT send CVs. This is 2024. Your LinkedIn URL will suffice. 3. Basis the above, I will screen and pass on your details to my TA team . If you are put in the process, all your questions around Comp/SOW/Opportunities/Challenges/ Development Pathway will be addressed in due time. Rahul Rajath Aayushi Pallavi

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Hi All, Listen to this - Leading the Product Way- Song https://lnkd.in/g8rMkcYf. I have converted my resume to jingle using chatgpt prompt and then used the topmediai to create a song. Here is my prompt for your reference:- Create a catchy and uplifting jingle inspired by the iconic song using information from my resume specifically tailored for Product Management. The jingle should celebrate my skills, my achievement , and leadership, promoting a sense of connection and togetherness. Use simple, heartfelt lyrics that are easy for hiring Managers and recruiters to understand and sing along to. The melody should be fun, memorable, and resonate with hiring Managers, Chief product manager, VP of Products , Director of products and recruiters, encouraging them to join in and feel the spirit of Product management , product led growth and Leadership. #chatgpt #ai #jingle #song #productmanagement #innovation #prompt #bryanadams #lovemusic

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Here's the latest APAC Product Management job market report for November 2024. The number of Product Manager jobs in APAC are down 2.8%. This compares unfavourably to October 2024, where they were UP 5.1%. ♻️ Please reshare this post for others 👩🏽‍💼 𝗦𝗲𝗻𝗶𝗼𝗿 𝗣𝗠 & 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗟𝗲𝗮𝗱𝗲𝗿𝘀𝗵𝗶𝗽 𝗥𝗼𝗹𝗲𝘀 There are 809 Senior PM and 356 PM Leadership roles open, or about 17% and 7% of total roles in the region. Senior PM roles 𝙞𝙣𝙘𝙧𝙚𝙖𝙨𝙚𝙙 11% while Product Leader roles 𝙙𝙚𝙘𝙧𝙚𝙖𝙨𝙚𝙙 compared to October. APAC has the 2nd lowest share of open Product Leadership roles, behind only LATAM. 👨🏻‍💻 𝗥𝗲𝗺𝗼𝘁𝗲 𝘃𝘀. 𝗢𝗻-𝘀𝗶𝘁𝗲 𝘃𝘀. 𝗛𝘆𝗯𝗿𝗶𝗱 On-site & Hybrid jobs 𝙙𝙚𝙘𝙧𝙚𝙖𝙨𝙚𝙙 MoM, while Remote roles 𝙞𝙣𝙘𝙧𝙚𝙖𝙨𝙚𝙙 but remain a low share of the overall total (9%). On-site job listings account for 67% of total APAC job listings. Stay tuned for more market specific deep dives I will report later this week. 📣 Comment below with questions or requests for additional cuts. --- This is the 8th month I've done this report and will continue publishing it as long as people find it valuable. A like, comment, or repost goes along way to support the work. If you know someone who is considering entering the market, suggest they look at this report first. 👍🏻 if this is helpful 🎙️ ask questions below 💡 follow me for more insights

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The Power of Business Travel for GTM Success I’ve just returned from Singapore after meeting with partners and Microsoft, and it reinforced how crucial in-person connections are for a successful Go-to-Market (GTM) strategy. During COVID, I experienced how challenging it was to build relationships without the casual conversations over coffee or dinner. My network has primarily been established through in-person meetings, which foster trust and stronger connections. Research indicates that 95% of people believe face-to-face meetings are crucial for building long-term business relationships. Additionally, businesses can gain an estimated $12.50 in value for every dollar spent on business travel. In-person meetings are also shown to convert 40% more prospects into customers, and companies risk losing up to 28% of their business without them (source: Great Business Schools Org). In today’s fast-moving global market, especially in GTM strategies, the value of building real, personal connections can’t be overstated. While digital tools are helpful, nothing beats being there in person to understand local nuances and develop partnerships that drive growth. What is your experience? #GTM #Partnerships #BusinessTravel #SaaS #GlobalExpansion

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Old School Marketing : Persuasion Here you are convincing people why you need a particular product or service. Example: Door-to-Door sales guy selling Vacuum Cleaner. Most common answer from people "We don't need it" New Age Marketing : Invitation Build a tribe of people who are be ready to pounce on the product/ service that you are going to put out . Example: “Prime Sports Drink”, created by highly popular YouTubers @loganpaul and KSI, which became a big hit to the extent where people were ready to pay a premium to buy one of the bottles. I remember bringing a few for my nephew from US. What's been your experience with the two strategies? Source: the $100 startup book by @chrisguillebeau

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Let me reintroduce Bonusly—a performance enablement solution that cultivates high-performing cultures by strengthening key relationships at work. This evolution into the performance space is meaningful to me because I KNOW how powerful peer-to-peer recognition is when motivating me to do my best work. Seeing Bonusly add powerful capabilities, like manager insights and a 1:1 tool, will supercharge how I show up at work, connect with others, and deliver results. #TogetherWeAchieve

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Good Morning LinkedIn Family and all my dear PMs. Happy Monday :) This weekend was bit slow and good - had enlightening conversations and catchups with ex-peers / alums / juniors who are product leaders - across spectrum, from seasoned CPOs to budding PMs - one consistent theme came across all catchups! The crippling impact of hyper-context switching (sometimes weekly or even daily), especially in fast-paced startups. ➡️➡️ The post-math numbers of context switching are never spoken about but are very interesting (Yes I had to ask ChatGPT for this data): -⏱ It takes 23 minutes and 15 seconds to refocus after an interruption (UC Irvine, 2008) - For PMs, this translates to: 1️⃣ ~0.75 hours lost daily (assume 2 interruptions on daily basis) 2️⃣ ~3.9 hours weekly 3️⃣ ~200 hours yearly ❓Resulting in over 5 work weeks (minimum!) of lost productivity annually❓ The antidote? There is no right or wrong answer I fear. However intuitively, a 'Deep product work' block can help. An intriguing recommendation from an Indian SaaS CPO on the same line was to: ▶️ Be alright as Product Team, with Monday getting exhausted with prep for WBRs & prior week's random asks which may have cropped up. ▶️ Schedule 'mini-Product Strategy' sessions (acting as placeholders or calendar blocking for PMs to free them of quality thinking time) on Tuesdays and Wednesdays. ☑️☑️ So that they can get 2 days of uninterrupted quality 'Product Thinking' which they can utilize for the right Product focus (and craft PRDs, GTM strategies etc.) and also can mitigate (to some extent), the "churn" of their bandwidth utilization across random issues. ▶️ Shift management reviews to Thursdays, by convincing management about the increase in productivity. ▶️ Why Thursday reviews? As organizational productivity often tapers from Monday to Friday, post mid-week reviews ensure PMs can leverage resources and cross-functional support during their deep-work blocks in 1st half of the week. ▶️ Institute Friday as a "Bug Bash" or "Clean the Deck" day across the org. This will be swifter for PMs as they get uninterrupted quality "mind-space" of every partner team in solving the customer or business problem - which can be carried forward to Monday. These may come across as very good-textbookish or ideal picture to paint and may require cultural shifts but implementing these strategies (or even starting small somewhere) can significantly boost productivity and innovation, I guess. Question for the PM community: How are you combating context switching in your org? Share your unconventional methods! #ProductivityHack #ProductManagement #DeepWork #ProductLeaders #ProductManagers

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Hi everyone! I'd like to share GoToWebinar feature that you most likely didn't know about. Watch the video to learn GoTo Secret. https://lnkd.in/duJUsWiV

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If you're new to the concept of Revenue Operations or haven't yet recognized its importance, it's time to evolve. Two of the best Radhika Bansil Wade Lowe discussing one of the most important topics out there: #RevOps

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Fascinating and insightful read on the 2024 B2B Buyer Experience Report by 6sense 💡💡💡💡 TL;DR: * The world has long since disappeared 🫥 where buyers depend on sellers to select vendor partners. * B2B buying process has 2 distinct phases: - Selection Phase (spans more than two-thirds of the buying journey, buying groups build a consensus short list of potential partners) - Validation Phase (final 30% of the buying journey, buying groups validate consensus by reaching out to shortlisted vendors, starting with their favourite) * Buyers initiate contact with sellers over 80% of the time; While buyers may receive outreach from sellers during the selection phase, buyers still tightly control point of first contact. 📞 📞 📞 * By the time sellers speak with buyers, those buyers have already chosen a favourite, and that favourite will win the deal more than 80% of the time.  😇 😇 😇 * Crazy finding 🤯🤯🤯 - buyers had their first conversations with the ultimate winner 84% of the time. And Buyers favour the Ultimate Winner throughout the Cycle. 🥇🥇🥇 * Across Europe, the average shortlist is typically four vendors. Every extra vendor adds two people to a buying group and extends cycle by two months. ➕➕➕ #buyingexperience #B2Bselling Link in comments below 👇

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