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Now - Next - Future - Roadmaps for Services Companies
The document outlines a framework for creating effective product roadmaps specifically for service-oriented companies, highlighting how to balance product evolution with market demands. It discusses Pearson VUE as a case study, illustrating the importance of communicating timelines and managing client expectations regarding features and service offerings. The roadmap serves not only as a sales tool but also as a method for maintaining a strategic focus in the face of evolving business priorities.
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Now - Next - Future - Roadmaps for Services Companies
- 1. 1 Now - Next- Future A Roadmap for Services Companies Twin Cities Product Camp - 2016 Peter Pascale Vice President, Product Management
- 2. Participants wanting afree digital copy should contact Peter Pascale
- 3. How do you: …build product roadmaps to support the services business? … drive product evolution to stay ahead of your market? … maintain a strategic focus for your products? … signal what you support? … say no to bad ideas?
- 4. Do you sell… ProductService?
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- 10. Pearson VUE -a service company powered by products 10 14million test delivered each year in more than 20,000test centers in 175countries for 450global clients with over 100using our test development services Pearson VUE delivers a test somewhere in the world every 2.2seconds
- 11. Pearson VUE -a service company powered by products 11 14million test delivered each year Publishing Tools Candidate Web Platform Test Dev Tools Test Driver(s) Results Processing Reporting Platform Digital Credentials (Acclaim)
- 12. Sell - Then- Build 12 Feature 1 Feature 2 Feature 3 Feature A Feature B Feature C … Feature 1 Feature 2b Feature 3 Feature A Feature B New C … Prospect wants: Business proposes:
- 13. Sell - Then- Build 13 Feature 1 Feature 2 Feature 3 Feature A Feature B Feature C … Feature 1 Feature 2b Feature 3 Feature A Feature B New C … Prospect wants: Business proposes: Enhance Feature 2, Build Feature C
- 14. If you don’tknow where you’re going… … any road will take you there. — George Harrison A We are here D E G I C B F H J L O Q K M P T S V Y U X N W R Z
- 15. Traditional Product Roadmap… …Releases, milestones, progression — Pragmatic Marketing, et al A We are here D ECB
- 16. Roadmapping for aServices Business… … Clear Trajectory, Uncertain Timelines A We are here D E G I C B F H J L O Q K M P T S V Y U X N W R Z We’d like to go here valuable stops along the way
- 17. Supporting Solution Evaluation …Should we go to L? A We are here J L P X Z
- 18. Supporting Solution Evaluation …L no! A Proctor Unlock J L P X Z Proctor-Authorized Time Extension Photo Capture Proctor Unlock Event Codes Photo Capture Proctor Unlock Group Unlock Event Codes Photo Capture Proctor Unlock
- 19. Not always sequential …Sometimes you have to over-invest A We are here J P X Z We are here Prospect takes you here
- 20. $ 100M Roadmap Development “… Findingthe resonance” •Clients •Pipeline - Prospects •Market assessments (another form of Prospects) •Industry •Parallels
- 21. $ 100M Roadmap Development Sales-focused. Not“what could be” but “what is needed to make the next sale” •Clients •Pipeline - Prospects •Market assessments •Industry •Parallels
- 22. Communicating Roadmap asa Direction Now Next Future Now Available in your products NOW Next What the team is currently working on Future Longer-term direction
- 23. Defining timelines specificto your dev cycle Now Next Future Now Now. You can have it. You’re welcome. Next We will deliver this capability in the next 3 - 9 months Future 12 - 18 months out pending no interuptions* * “This represents our future direction, but business priorities may insert themselves in the middle” VUE’s Definition
- 24. 24 Every Pearson VUEroadmap presentation begins with the reminder of Privileged Access
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- 26. Commercialization - Definethe Box Commercialized Custom - Feature complete - Operationally supported - Documented - Onboarding - Not developed - Not fully supported - May be client- specific
- 27. Differentiation is forProduct Companies Client Basic Premium Advanced Features Pearson VUE’s first draft IBT Integration ‘Service Line’
- 28. Differentiation is forProduct Companies Client Basic Premium Custom Features Poor Differentiation, Custom Everywhere
- 29. Differentiation for aService Company IBT Integration Custom Clear, no false distinctions, easy to sell
- 30. Commercialization and Now- Next - Future Now Commercialized. Done and Done. Next/ Future Not Available
- 31. Is Black andWhite too Harsh? NO. You are always having a conversation about business commitments and your ability to meet them.
- 32. A Framework forSaying No A J L P X • Your defined roadmap is a wall against crazy ideas! • The roadmap reinforces the ‘crazy loner’ idea for outliers. • Clients can pay for custom work. • Clients can pay to accelerate work on the timeline. Proctor Unlock Proctor-Authorized Time Extension Photo Capture Proctor Unlock Event Codes Photo Capture Proctor Unlock Group Unlock Event Codes Photo Capture Proctor Unlock
- 33. Now - Next- Future •Enforces the ‘future directionality’ of roadmap •Simple enough for salespeople! •Enforces what is, and is yet to be •Defines the landscape of delivery (and interuptability)
- 34. Roadmaps in aServices Business Product Business Services Business Roadmap Sequential Drives Sales Directional Supports Sales Communication Features and Timelines Futures and Capabilities Product Commercialization Tiers, Product Levels, Differentiation Supported vs. Custom Prioritization Product P&L Led Business Led
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