The Product Manager is Dead, long live the Outcome Manager


Product Managers are the central lifeblood of the technology firm regardless of what category of product is being sold. It is an unfortunate reality that the role itself should be retired. Why? Simply it is about the product, not the customer requirements. The role is designed to manage and shift product regardless of claims to customer centricity. Ask any product manager what they sell and they will give you a deeply detailed rundown of the features, form and acquisition of the product.  As an analyst, I meet with several product managers a week. I have been increasingly frustrated in recent years as it is clear that they all have the same failure. Selling product, not outcomes. This has to end.

Meet the Outcome Manager

The switch to outcome manager is essential and needs to happen now.  What outcomes are you providing the client? Which product provides the outcome it is less relevant than business success. The product design and capability is not what should be sold nor bought. The business benefit is all that matters

Don’t think that it is enough to just change the title. The mentality and functionality have to change. You have to understand how the product is being used, what is the measurement of success, what are the impediments, you then need to be able to articulate this in business language, not product or technology.

Instead of providing a CRM platform, you enable a client to communicate with verified prospects today, leading to accelerated sales. At the same time, the customer has to understand that instead of asking for a CRM platform, they need to understand their business requirements and outcomes. It is simple to say of course, but the history of the product manager means that it may become more difficult to migrate.

It is more than worth noting that the redundancy of the Product Manager is not just restricted to those firms that have struggled with the technology transition of the past few years. Some of the leading SaaS and IaaS vendors have caught the trap of the product manager even with the capability and brand acceptance to most readily provide outcomes to clients.

Capture Point

The redundancy of the Product Manager reflects the issues and challenges when IT meets business. It has to change, and even simple mind shifts such as the concept of the Outcomes Manager is a shift in the future required direction. It is an example when a simple name can actually transform and make a difference.

About capioIT - Phil Hassey

If you require further information, please contact Phil Hassey, CEO of capioIT. capioIT is an advisory firm focused on helping organisations to understand emerging technology as the world becomes Digital. Phil may be contacted easily in the digital and real world. phil@capioit.com +61422231793
This entry was posted in Uncategorized and tagged , , , , , , , , , , . Bookmark the permalink.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s