Spot Ways to Grow Profits

Product Roadmap

product-roadmap quarterlyA Product Roadmap is a plan to develop identified new products or services for introduction at a specific future date. It addresses a major risk in new product strategy — wasted time, effort, and money chasing technology upgrades. That happens when th company loses sight of why customers buy.

A product roadmap minimizes risk. It provides a disciplined approach to new product development, one based on market needs and competitive advantage. The roadmap also serves as a communications tool. It aligns employee efforts toward a common goal. This minimizes the competition for internal resources to develop everyone’s favorite idea.

Why New Products?

The most successful businesses earn almost half their revenue from new products. “New” means introduced in the past five years. Businesses refresh their product lines at regular intervals for several reasons:

The challenges are deciding which new products to introduce when, and then gaining commitment to that plan throughout the company. The Product Roadmap technique enables a market-based approach for the next several new products.

Creating the Framework for the Product Roadmap

Design your roadmap for customer needs, not engineers. Resist the temptation to select new products based on the availability of new technology.

The first step in developing a product roadmap is to select the target launch dates. For example, a consumer technology company may decide to launch a major new product around October 1 every year, because 40% of consumer electronics are bought in the Christmas season. Then it may decide to launch a minor product update six months earlier every year, around April 1. These intervals are similar to a software version release schedule.

The second step is to decide which market segment to address at each launch date. For example, Product-Roadmap buying criteriathe company may want to strengthen its competitive position with students, or business professionals, or students.

The third step is to decide which of the target market’s “buying criteria” to satisfy better. In this decision, the Competitive Analysis Matrix (see Competitive Analysis) is crucial. This tool reveals how well your company meets the needs of these customers today vs. how well they are met by competitors. Here is where you decide how to improve your competitive edge.

Selecting the New Product Concepts

Once this framework is in place, you decide what kind of improvement is needed for that time, by customer group, and the buying criteria you choose to address.

Anticipate the Price Impact on Your Product Line

Select a price point for the new product. Then plan how the prices for your other (existing) products will be modified when the new product is launched.

For example, in early 2010, the Product Roadmap for Amazon’s Kindle e-reader might have looked like this:

1. Target Launch:

10-1-2010

4-1-2011

10-1-2011

2. Market Segment: Avid readers Children Teens & Younger Adults
3. Buying Criteria: Ease of Use Lower price Functionality beyond reading
4. Improvement Needed: Size, battery, memory, display Other revenue source; control cost Multimedia; control cost
5. Solution: Better technology Ad-supported;Wi-Fi only LCD screen; browser; no camera; touch-screen tablet
6. Price Strategy: No higher than Kindle2; lower for Wi-Fi only version Under $100 Higher than Kindle3, substantially < iPAD

 

Once the roadmap is set, product developers focus on the technology and packaging. Meanwhile, marketers focus on what content will be available, pricing details, communications, and distribution.

Companies using a product roadmap meet market needs with a string of successful launches. In doing so, they develop a reputation for excellence in innovation and sustainable revenue growth. Above all, they are seen to be well-managed market leaders. These are enviable payoffs! The key is a disciplined approach to product development based on meeting customer needs, rather than chasing technology upgrades.

 

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About the Author

About the Author: “Profit Spotter” Tom Gray helps business owners spot and capture opportunities to grow profits, and guides those considering a sale. He is a management consultant certified as a Turnaround Professional (CTP), Business Development Advisor, and SCORE Mentor. Reach Tom at 630-267-7193 or tgray@tom-gray.com See www.tom-gray.com. For Tom’s two books and ten booklets, see www.businesstechniquesbooks.com. .

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Comments

  1. […] distribution, technical skills, staffing, and financing. For example, a Product Roadmap (see Product Strategy: Product Roadmap) implies guidance by a Vision of some sort. As the Cheshire Cat famously said, “If you don’t […]

  2. […] A Technique for Vision Development), or to decide which new products to develop next (see Product Strategy: Product Roadmap) . How do you bring them […]

  3. […] Fourth, provide a “product roadmap” It says what you will do to change the product in the coming months and years. Will there be new versions? If so, what will be their new features? Which market segments are these designed to attract? What technology advances are needed to provide these new features? When can this be introduced? Consider what competitors are likely to offer or respond with. See Product Roadmap | Thomas H. Gray. […]

  4. […] To do so, envision a platform that can support several new products, and manage to a product roadmap so you know which products for which markets are coming next. See Product Strategy: Product Roadmap. […]

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