Patterns / Insights
Organisational patterns are easier to address once the real question is visible.
Illustrative / anonymised situation01
When Sales, Product and Technology pull in different directions
Symptoms
- Sales makes customer commitments.
- Priorities repeatedly change.
- Sales bypasses Product Management.
- Sales requests go directly to Technology.
- Engineers become frustrated.
- Product Management loses authority.
- Delivery becomes increasingly reactive.
Apparent problem
“The Sales, Product and Technology triangle communication is broken.”
Possible underlying BLCM questions
- Who owns product priorities?
- Who can commit development capacity?
- What authority does Product Management have?
- Who can change the roadmap?
- Where are commercial exceptions decided?
- Are decision rights appropriate for the current stage?
BLCM perspective
What looks like a communication problem may actually be a combination of product governance, decision rights and organisational maturity issues.
Let’s talk about what is really happening in your business.
Tell me the problem as you see it.