Quarterly Business Review Template Business Case Secrets - Session 3 of 4 11/4/09 Quarterly Business Review Template (c) 2009 Box One, Inc. and Pivotal Product Management LLC. All rights reserved.

Quarterly Business Review Presentation Components Two-slide summary for time-constrained presentations (optional) Current situation: Strategy, Objectives, Resources Competitive overview; product positioning What’s coming (Roadmap): Current and upcoming customer problems being solved Highlight any proposed or actual changes Ask for the support you need Decisions, approvals, resources Key Points: This slide is a guide to how to use the deck. Remove for actual use! Use the slides you need; re-order as needed to highlight key points to communicate. Apply your organizations PPT design. Use the “Key Points” section in the Notes area of each slide to organize your thinking and keep your presentation on track. These are your talking points for each slide. The “Transition” section prompts you to write a sentence that helps you move from one slide to the next smoothly. It introduces the next topic verbally, a second or two before you show the next slide. And you’ll notice if the story doesn’t lay out logically. Transition: See the NOTES view in PPT for additional information

Summary Slide 1: Dashboard Product Management Intensive Summary Slide 1: Dashboard Revenue $5,999,000 + 10% Goal Market Awareness 3 pub articles 2 positive mentions Bookings 500 new customers + 13% Goal Support Calls 350 per day + 23% Goal Leads 1,400 leads - 15% Goal Ops Status 99.3% uptime - .5% Goal Key Points: Optional summary slides: if you think you have only 10 minutes, use these two summary slides and treat the rest as backup if you’re asked for more information. Communicate visually with charts and graphs for as many sections as possible. Hyperlink the supporting slides to each section to make it easy to drill down. 2. 3. Transition: Reference: Product dashboards are excellent for executive communication because they are quick reads – both color and text provide status at a glance. The dashboard should be set up on Balanced Scorecard principles so that it’s clear what needs to be proactively managed to avoid fire drills. For example, if you see that the pipeline is low, you know that bookings and revenue will soon experience problems.

Summary Slide 2: Product Plan Update Market or internal changes Resource requests What external changes have occurred and what do they mean for the product What internal changes have occurred and what do they mean for the product What additional resources are needed to support the product Key Points: As your second summary slide, use this slide to quickly highlight critical changes that have occurred or are upcoming. Spell out what implications on schedule, resources, objectives, or other elements of your product’s business plan. Ask for approvals, resources, or other support you need. Transition:

Product X Strategy, Objectives, and Resource Allocations Business Case Secrets - Session 3 of 4 11/4/09 Product X Strategy, Objectives, and Resource Allocations 1-sentence strategy summary Top objectives (no more than 3) Resource allocations (optional) Key Points: Replace all slide titles with titles that communicate your main point for each slide Don’t copy your entire product strategy statement to the slide – just a key phrase or sentence that expresses the heart of the strategy. Be prepared to say how the product strategy aligns with corporate strategy and objectives. If you are using bucketed resource allocations (dedicated resource for customization requests, core product enhancements, technical improvements, etc) it’s good to remind everyone of what those allocations are at this point, in support of your strategy and objectives. Transition: Set the stage for the Dashboard slide (c) 2009 Box One, Inc. and Pivotal Product Management LLC. All rights reserved.

Product Management Intensive Dashboard Revenue $5,999,000 + 10% Goal Market Awareness 3 pub articles 2 positive mentions Bookings 500 new customers + 13% Goal Support Calls 350 per day + 23% Goal Leads 1,400 leads - 15% Goal Ops Status 99.3% uptime - .5% Goal Key Points: Be prepared to give kudos to others as appropriate, and address any areas that are underperforming. Propose solutions, but engage the intellect and wisdom of the leadership team too. 2. Remember, you don’t want to have any KPI in ‘red’ status if at all possible. 3. Prepare any supporting slides that may be needed to present detail or explain action plans. Transition:

Business Case Secrets - Session 3 of 4 11/4/09 Competitive Update Positioning statement (summarized) Key wins Current threats and responses Key Points: Product positioning and its current effectiveness in the current competitive environment Recent key wins are good to highlight here. Be prepared to talk about new market entrants and recent competitor activities, steps you have taken to counter-act or how you plan to react Transition: (c) 2009 Box One, Inc. and Pivotal Product Management LLC. All rights reserved.

Roadmap Q1 Features… Q2 Features Q3 Q4 Key Points: Recap work underway or just completed Discuss upcoming releases, focusing on customer problems that will be addressed and competitive advantages being created. Remind people of resource allocation buckets if needed Highlight changes from last QBR or other roadmap review point Transition: Highlights of Roadmap Changes or Proposed Changes …

Ask What you need to implement next steps Key Points: 1. Ask for any support, decisions, approvals, or resources that you need to move forward. 2. Verbally summarize the outcomes and action items (make sure you or someone writes them down!) 3. Transition: Thank your leadership team!

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