![]() Self-serve was a combo of core and growth. We had four pillars: enterprise, platform, core, and growth. We separate product management into enterprise and self-serve. "Slack did this really, really well, and I encourage all the companies that I consult to do this. #Airtable competitors fullWith PLG emerging as a dominant GTM motion, organizations must adapt their approach, structuring product teams differently as they scale and ensuring that products satisfy the full spectrum of users (from individuals to the largest enterprises). Eventually, the message gets to IT, who request a meeting with the seller.ĭivide Product Management into Enterprise and Self-Serve #Airtable competitors softwareThat means that today's software must deliver immediate value to end users, who then evangelize it across their team and the broader organization. We've entered the PLG (product-led growth) era, where software companies win customers through a bottoms-up sales motion, selling directly to the user rather than selling broadly into the enterprise (known as top-down sales.) Today, software purchasing decisions no longer happen at the management/Director/VP/C-suite level. That type of communication and that type of org chart and structure for organizations no longer applies. Now, as we move to an information age, we have projects where development happens in the Ukraine and support happens in Mexico. When you think about it, that is exactly why the organizational chart was created: to help organizations scale. As companies were scaling, they needed that command and control for information to go up quickly and then down, which was the best way to disseminate information. We're moving from an industrial age to an information age, and the reason the organizational chart was so important–and the reason why top-down command and control was created in the first place–is because we lacked the communication tools 100 years ago to communicate throughout a large organization easily. "It used to be that the organizational chart was the most important. According to Ilan Frank, VP of Product at Airtable (and previously Slack) this new world order requires a new approach: In today’s information world, traditional org structures and management feel constrictive and outdated. Move from the Org Chart to the Network Chart To stay competitive, discard the old rule book and rethink your organizational structure, GTM strategies, and opportunities to win. Connecting each of these ideas is the reality that the business has changed. In this final piece from our conversation on enterprise readiness, I’ve collected some of his advice for product teams and software startups. In conversation with Ilan Frank, it became clear that during his years leading product teams at market leaders such as Airtable and Slack, he’s learned a few lessons. To “own” a category in 2022, requires a new approach. The software business has changed dramatically, a transformation accelerated by the shift to the remote work and hybrid offices many of us experience today. ![]()
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