Know what you are doing: the importance of Product Strategy

It all starts with a strategy. Success doesn’t happen by chance. It’s hard work. And it’s planned work. With a vision. And a strategy. Indeed, product strategy and its pivotal role in driving business success. Understanding and implementing an effective product strategy can make all the difference.


What is Product Strategy?

Product strategy serves as a roadmap that guides the development, launch, and ongoing management of a product. It encompasses a set of decisions and actions designed to align a product with market demand and business goals. Essentially, it outlines how a product will address customer needs, differentiate itself from competitors, and generate value for the organization.


The Benefits of Having a Product Strategy

1. Alignment and Focus: A well-defined product strategy ensures that everyone involved in your product’s development and management understands the vision, goals, and direction. It aligns efforts and resources towards a common purpose, minimising distractions and maximising productivity.

2. Market Relevance: Your product strategy helps identify and address the needs and pain points of the target market. By thoroughly understanding your customer segments and staying updated on market trends, your product can and will continue to deliver value that resonates with customers, making it more relevant and appealing.

3. Differentiaion: Competition is fierce in most industries. A product strategy enables you to define unique selling points, features, or experiences that set your product apart from competitors. This differentiation helps capture customer attention and build a loyal customer base.

4. Focus: With a clear product strategy, resources can be allocated more efficiently. Teams can focus on initiatives that align with the product’s strategic goals, avoiding unnecessary efforts and reducing waste.


Components of a Product Strategy

1. Vision and Goals: A product strategy starts with a clear vision of what the product aims to achieve. It defines the overarching purpose and desired outcomes, along with specific goals that serve as milestones along the way.

2. Target Market and Customer Segmentation: Identifying the target market and understanding customer segments is crucial for tailoring the product to their needs and preferences. A well-defined target market enables focused marketing efforts and efficient resource allocation.

3. Competitive Analysis: Analysing the competitive landscape helps identify market opportunities, differentiators, and potential threats. Understanding the strengths and weaknesses of competitors informs decisions on how to position the product in the market effectively.

4. Value Proposition: The product’s value proposition is the unique combination of features, benefits, and value it provides to customers. Crafting a compelling value proposition is essential for attracting and retaining customers in a crowded marketplace.

5. Roadmap and Prioritization: A product strategy outlines the key initiatives, milestones, and timelines for product development and release. It also involves prioritizing features and enhancements based on customer needs, market trends, and business goals.

6. Go-to-Market Strategy: The go-to-market strategy encompasses the activities and channels used to introduce and promote the product to the target market. It includes pricing, distribution, marketing campaigns, and sales strategies.


Success Metrics and Key Performance Indicators (KPIs):

We are data obsessed at BTV. And while a well-crafted product strategy is critical for success, it’s equally important to establish measurable success metrics and Key Performance Indicators (KPIs) to track progress. You need metrics to provide valuable insights into the product’s performance, customer satisfaction, and overall business outcomes. When considering success metrics for your product strategy, we recommend considering the following: 

1) Revenue and Profitability: These are fundamental metrics that gauge the financial success of your product. Monitoring these metrics helps ensure that your product strategy aligns with the organisation’s financial objectives.

2) Customer Acquisition and Retention: Acquiring new customers and retaining existing ones are key drivers of growth and profitability. Metrics such as customer acquisition cost (CAC), customer lifetime value (CLTV), and customer churn rate provide insights into the effectiveness of your product strategy in achieving your business goals.

3) Market Share and Penetration: Monitoring your product’s market share and penetration helps you understand its competitiveness and the extent to which it captures the target market. For new products this may seem like a vanity metric but tracking these metrics are important.

4) Customer Satisfaction: Customer satisfaction is a vital metric that reflects the product’s ability to meet or exceed customer expectations. An easy metrics to establish is Net Promoter Score (NPS). This measures the likelihood of customers recommending your product to others. Regularly gathering customer feedback and tracking NPS helps identify perception of your product and areas for improvement in delivering customer value.

5) Adoption and Engagement: Metrics related to product adoption and user engagement provide insights into how customers are interacting with your product. Metrics such as active users, usage frequency, time spent in the product, and feature adoption rates help evaluate the product feature relevance, usability, and stickiness.

Remember, the choice of metrics and KPIs should align with your product strategy and overall business objectives. Regularly tracking and analyzing these metrics enables you to make data-driven decisions, identify areas for improvement, and make necessary adjustments to your product strategy along the way.


To wrap up, having a solid product strategy is the compass that steers your product towards success. It brings clarity, focus, and direction to the development and delivery process, enabling you to address customer needs, differentiate from competitors, and achieve your business goals. By complementing it with appropriate success metrics and KPIs, you gain the ability to measure progress, identify gaps, and optimise your product’s performance. By investing time and effort in crafting a robust product strategy, you lay a strong foundation for future growth and prosperity.



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