How to category carve in B2B commerce | Jake Hookom, EVP of Product (Perforce) | LaunchPod

Episode notes

Today, we’re talking with Jake Hookom, EVP of Product at Perforce. In this episode, we’ll explore: How Jake’s focus on "category carving" at Four51 helped them soar above the sea of headless commerce tools and into a successful exit Why most PMs are wrong to measure success on features shipped - it’s about solving user problems throughout the entire customer journey And, how Sitecore’s enormous practitioner community provided market awareness and a means to drive product adoption beyond anything they could do alone disrupts the world Links LinkedIn: Perforce: Resources Play Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets by Al Ramadan, Dave Peterson, Christopher Lochhead, Kevin Maney: Chapters 00:00 Intro 01:17 Joining 451 During COVID 02:24 First 90 Days Strategy 04:21 Defining a New Category 08:07 Focusing on B2B Market 10:16 Product as a Spectrum 15:59 Importance of Compliance 19:37 Success and Acquisition 20:17 Joining the Java Champions Community 21:22 The Acquisition by Sitecore 22:29 Focusing on B2B Product Sales 24:16 Building a Practitioner Community at Sitecore 25:40 Leveraging Community Feedback 30:00 The Role of Product in Solving Problems…