Some of the questions which can define your revenue & product strategy
Can we improve what, when & how we charge for our product?
How much can we grow the business by optimising our pricing?
Why are we confident we'll find product/market-fit?
What are the assumptions which underly confidence in our own success?
And what are our unstated assumptions?
How big is our servicable addressable market?
Is that really our addressable market or a fantasy superset of prospects?
Who is going to use our product and who is going to pay for our product?
Are they the same people and what are their motivations?
To what extent are we solving our customers’ problems vs solving our own problems?
How much money do we think we’re going to make over the next 12 - 18 months? Really?
What’s our track record in projecting our own revenue?
What’s our go-to-market strategy?
Is it working? Why do we think it will work?
Which of our initiatives are driving revenue? Which are driving value?
Are we investing in initiatives which don’t (or won’t) deliver material revenue nor value?
If yes: why?
Are our sales and marketing colleagues incentivised properly?
Have we created any perverse incentives?
What are our dimensions of growth?
More revenue per customer? More customers? Higher Margins? Something else?
Which KPIs should we be targeting with product development?
Does our product roadmap actually target those KPIs, or are we just making our products ‘better’?
What’s the difference between what we tell investors /colleagues and the answers we tell ourselves?
Why?
Are we trying to do too many things at once? Have we lost focus?
Then, which initiatives should we suspend?