Pendo's CPO advocates for a blended approach in enterprise B2B. The product must enable self-service and stand on its own (PLG), but a skilled sales team is crucial for navigating complex procurement, building business cases, and establishing trust with large, regulated customers.
Pendo's CPO explains that while vertical products (e.g., for banking) can gain deep insights from a small user group, horizontal platforms must develop discovery processes that can handle immense complexity and scale across diverse industries and maturity levels.
Pendo's CPO argues that the first 90 days are a critical window for a new leader. You were hired to change things, so you must assess and act quickly on team or strategy adjustments. Delaying beyond this window leads to paralysis, as "no decision is also a decision."
Post-IPO, sales-driven feature requests can derail the roadmap. Pendo's CPO advises creating a formal process, often with a dedicated program manager, to analyze commits for broad applicability and explicitly calculate the opportunity cost against the strategic roadmap before approving them.
Pendo's CPO warns that scaling isn't just about replicating processes for more teams. Leaders must simultaneously build coordination systems (design reviews, clear communication) while fighting to maintain the "maniacal focus on the customer" and rapid innovation that characterize small teams.
While traditionally creating cultural friction, separate innovation teams are now more viable thanks to AI. The ability to go from idea to prototype extremely fast and leanly allows a small team to explore the "next frontier" without derailing the core product org, provided clear handoff rules exist.