If going from 0 to 1 can seem daunting in the B2B enterprise product space, imagine the perilous path to eventually crossing the chasm. You start with a blank slate with nothing but questions and limited to no data to fall back on. For example, How do we find the right innovator and visionary customers to support us on this journey? How do we ensure we build for the market and not for 1-2 customers? How do we successfully launch an MVP and generate demand to get to the early majority?
To answer some of these questions, Gayatri will present a real-world case study on the journey of SAP Intelligent Clinical Supply Management, an innovative B2B product for the Life Sciences industry. From ideation in 2019 to development during the pandemic and product launch in 2022 to current growth phase, she will share insights into different methods and techniques utilized to accelerate discovery and design at scale, mitigate risk, influence customer buying decisions and ensure product success to cross the proverbial chasm. This includes but not limited to a sprint 0 design workshops with 2-3 visionary/ evangelist customers, unique paid customer coinnovation business model with a leading pharmaceutical company, use of key design elements (KDEs), continuous discovery through weekly end-user roundtables (up to 300 entirely remote), industry consortium launch and 75 workshops with 30+ customers and ecosystem vendors and personalized GTM/marketing strategy.
Sr Director Product Management, Public Cloud ERP at SAP Germany.
Gayatri believes she is a ‘world’ citizen, having grown up in Dubai, studied in India & USA and now working as a sr director of product management, public cloud ERP at SAP Germany. She brings 18 years’ experience leading projects, products, and customer engagements with international companies and across the value chain (from R&D to Commercial). Her strengths include holistic customer discovery, UX research, product strategy, 0 to 1 product launches, portfolio management, go-to-market and thought leadership on innovation and digital transformation. She is also a frequent speaker, product coach and mentor for product managers. In her personal time, she loves to write, dance and experience new cultures, having visited 55 countries with her family.
