In today’s episode, I’m joined by John Felushko, a product manager at LabStats who impressed me after we recently had a 1x1 call together. John and his team have developed a successful product that helps universities track and optimize their software and hardware usage so schools make smart investments. However, John also shares how culture and value are very tied together—and why their product isn’t a fit for every school, and every country. John shares how important  customer relationships are , how his team designs great analytics user experiences, how they do user research, and what he learned making high-end winter sports products that’s relevant to leading a SAAS analytics product. Combined with John’s background in history and the political economy of finance, John paints some very colorful stories about what they’re getting right—and how they’ve course corrected over the years at LabStats. 

Highlights/ Skip to:

(0:46) What is the LabStats product  (2:59) Orienting analytics around customer value instead of IT/data (5:51) "Producer of Persistently Profitable Product Process" (11:22) How they make product adjustments based on previous failures (15:55) Why a lack of cultural understanding caused LabStats to fail internationally (18:43) Quantifying value beyond dollars and cents (25:23) How John is able to work so closely with his customers without barriers (30:24) Who makes up the LabStats product research team (35:04) ​​How strong customer relationships help inform the UX design process (38:29) Getting senior management to accept that you can't regularly and accurately predict when you’ll be feature-complete and ship (43:51) Where John learned his skills as a successful product manager (47:20) Where you can go to cultivate the non-technical skills to help you become a better SAAS analytics product leader (51:00) What advice would John Felushko have given himself 10 years ago? (56:19) Where you can find more from John Felushko

Quotes from Today’s Episode “The product process is [essentially] really nothing more than the scientific method applied to business. Every product is an experiment - it has a hypothesis about a problem it solves. At LabStats [we have a process] where we go out and clearly articulate the problem. We clearly identify who the customers are, and who are [people at other colleges] having that problem. Incrementally and as inexpensively as possible, [we] test our solutions against those specific customers. The success rate [of testing solutions by cross-referencing with other customers] has been extremely high.” - John Felushko (6:46) “One of the failures I see in Americans is that we don’t realize how much culture matters. Americans have this bias to believe that whatever is valuable in my culture is valuable in other cultures. Value is entirely culturally determined and subjective. Value isn’t a number on a spreadsheet. [LabStats positioned our producty] as something that helps you save money and be financially efficient. In French government culture, financial efficiency is not a top priority. Spending government money on things like education is seen as a positive good. The more money you can spend on it, the better.  So, the whole message of financial efficiency wasn’t going to work in that market.” - John Felushko (16:35) “What I’m really selling with data products is confidence. I’m selling assurance. I’m selling an emotion. Before I was a product manager, I spent about ten years in outdoor retail, selling backpacks and boots. What I learned from that is you’re always selling emotion, at every level. If you can articulate the ROI, the real value is that the buyer has confidence they bought the right thing.” - John Felushko (20:29) “[LabStats] has three massive, multi-million dollar horror stories in our past where we [spent] millions of dollars in development work for no results. No ROI. Horror stories are what shape people’s values more than anything else. Avoiding negative outcomes is what people avoid more than anything else. [It’s important to] tell those stories and perpetuate those [lessons] through the culture of your organization. These are the times we screwed up, and this is what we learned from it—do you want to screw up like that again because we learned not to do that.” - John Felushko (38:45) “There’s an old description of a product manager, like, ‘Oh, they come across as the smartest person in the room.’ Well, how do you become that person? Expand your view, and expand the amount of information you consume as widely as possible. That’s so important to UX design and thinking about what went wrong. Why are some customers super happy and some customers not? What is the difference between those two groups of people? Is it culture? Is it time? Is it mental ability? Is it the size of the screen they’re looking at my product on? What variables can I define and rule out, and what data sources do I have to answer all those questions? It’s just the normal product manager thing—constant curiosity.” -John Felushko (48:04)

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AI has rapidly emerged as an incredibly transformative technology, and nowhere has its impact been felt more unexpectedly than in the creative arts. Just a decade ago, few would have predicted that AI would evolve from automating routine tasks to generating paintings, music, and even poetry. Yet today, the role of AI in the arts has entered mainstream conversations, even contributing to the debates seen in last year’s Hollywood strikes.  Kent Kersey is a creative technologist who has served as a Product and Business leader in startups across B2B, B2C, and Enterprise SaaS. He is the founder and CEO of Invoke, an open-source Enterprise platform built to empower creatives to co-create with custom/fine-tuned AI products. In the episode, Adel and Kent explore intellectual property and AI, the legal landscape surrounding AI models, open vs closed-source models, the future of creative teams and GenAI, innovations in GenAI, the role of artists in an AI-world, GenAI’s impact on the future of entertainment and much more.  Links Mentioned in the Show: InvokeHow to Use Midjourney: A Comprehensive Guide to AI-Generated Artwork CreationCourse: Generative AI ConceptsRelated Episode: Seeing the Data Layer Through Spatial Computing with Cathy Hackl and Irena CroninRewatch sessions from RADAR: AI Edition New to DataCamp? Learn on the go using the DataCamp mobile appEmpower your business with world-class data and AI skills with DataCamp for business

This talk will share lessons learned from building an internal data platform to support several Cybersecurity SaaS applications. At Tenable, we have put the data model at the centre of our platform. A centralised data model provides consistent data experience for your application builders and customers alike and provides a focus for discussion and standardisation.

The discussion will highlight the following key areas:

1. Choose cloud: Cloud will accelerate your rate of delivery and reduce cognitive load for your team

2. Get started: Platforms need users and their feedback should drive the evolution of the platform.

3. Maintaining a product mindset: Treat your data platform like a product by maintaining a backlog while working towards longer term vision.

4. Structure your team for success. Using lessons learned from Team Topologies, structure your team to reduce cognitive load and keep the team focussed on delivering value.

5. Making it easy for teams to onboard onto the platform.

How the development of GenAI affects representation and diversity Based on the work around moral usage of AI and wider themes of diversity and inclusion in data and SaaS companies, I'll be looking at current trends in the space and how to help establish better practice around representation.

Meet some of the most prominent UK data founders and delve into what it takes to start a high-growth business in the data space. With the panel collective expertise covering SaaS, M&A, professional services, advisory, product companies and everything in between, this is an event not to miss. This panel is a true celebration of the UK entrepreneurial talent - you will learn about the founders’ personal journeys, their experience of significantly scaling and growing their businesses and the role that their tenacity, perseverance and determination to build something new and different have played in it. 

The panel will also be joined by a special panel guest Richard Shaw, who will share the investors outlook and the insight about the eco-system out there available to support new generation of data founders on their journey.

Featured panelists:

• Chris Tabb, co-founder and CCO, LEIT Data

• Anna Sutton, co-founder and CEO, Data Refinery, exited co-founder of Data Shed (acquired by Hippo Digital in 2023)

• Chelsea Wilkinson, co-founder and CEO, Data Diligence

• Rowena Humby, co-founder and CEO, Starcount

• Richard Shaw, Partner, Growth Capital Partners

• Guy Fighel, Venture Partner and Head of Data Program - Hetz Ventures

The panel will be hosted by Svetlana Tarnagurskaja, co-founder and CEO of The Dot Collective.

Key business metrics, like Annual Recurring Revenue (ARR), are the lifeblood of every company, but calculating and aligning on these critical metrics can be a daunting task. Inconsistent definitions, siloed data, and lack of collaboration between teams often lead to confusion, inefficiencies, and suboptimal decision-making.

In this session, we'll take you on a journey of how a rapidly growing SaaS unicorn tamed the metric beast by leveraging Sightfull's central store of governed metrics and integrated semantic layer.

You'll discover how this company transformed its approach to business metrics from a tangled web of spreadsheets and disparate data sources into a streamlined, transparent, and democratized process accessible to the entire organization.

We'll also demonstrate how business users, such as sales operations analysts and finance teams, were able to ask questions using natural language to perform ad-hoc analysis on the fly without relying on technical experts or complex queries.

By the end of this session, attendees will understand the value of having a central store of governed metrics and an integrated semantic layer, enabling self-service analytics, consistent metric definitions, and effective collaboration between data teams and business users.

In today’s episode, I’m going to perhaps work myself out of some consulting engagements, but hey, that’s ok! True consulting is about service—not PPT decks with strategies and tiers of people attached to rate cards. Specifically today, I decided to reframe a topic and approach it from the opposite/negative side. So, instead of telling you when the right time is to get UX design help for your enterprise SAAS analytics or AI product(s), today I’m going to tell you when you should NOT get help! 

Reframing this was really fun and made me think a lot as I recorded the episode. Some of these reasons aren’t necessarily representative of what I believe, but rather what I’ve heard from clients and prospects over 25 years—what they believe. For each of these, I’m also giving a counterargument, so hopefully, you get both sides of the coin. 

Finally, analytical thinkers, especially data product managers it seems, often want to quantify all forms of value they produce in hard monetary units—and so in this episode, I’m also going to talk about other forms of value that products can create that are worth paying for—and how mushy things like “feelings” might just come into play ;-)  Ready?

Highlights/ Skip to:

(1:52) Going for short, easy wins (4:29) When you think you have good design sense/taste  (7:09) The impending changes coming with GenAI (11:27) Concerns about "dumbing down" or oversimplifying technical analytics solutions that need to be powerful and flexible (15:36) Agile and process FTW? (18:59) UX design for and with platform products (21:14) The risk of involving designers who don’t understand data, analytics, AI, or your complex domain considerations  (30:09) Designing after the ML models have been trained—and it’s too late to go back  (34:59) Not tapping professional design help when your user base is small , and you have routine access and exposure to them   (40:01) Explaining the value of UX design investments to your stakeholders when you don’t 100% control the budget or decisions 

Quotes from Today’s Episode “It is true that most impactful design often creates more product and engineering work because humans are messy. While there sometimes are these magic, small GUI-type changes that have big impact downstream, the big picture value of UX can be lost if you’re simply assigning low-level GUI improvement tasks and hoping to see a big product win. It always comes back to the game you’re playing inside your team: are you working to produce UX and business outcomes or shipping outputs on time? ” (3:18) “If you’re building something that needs to generate revenue, there has to be a sense of trust and belief in the solution. We’ve all seen the challenges of this with LLMs. [when] you’re unable to get it to respond in a way that makes you feel confident that it understood the query to begin with. And then you start to have all these questions about, ‘Is the answer not in there,’ or ‘Am I not prompting it correctly?’ If you think that most of this is just an technical data science problem, then don’t bother to invest in UX design work… ” (9:52) “Design is about, at a minimum, making it useful and usable, if not delightful. In order to do that, we need to understand the people that are going to use it. What would an improvement to this person’s life look like? Simplifying and dumbing things down is not always the answer. There are tools and solutions that need to be complex, flexible, and/or provide a lot of power – especially in an enterprise context. Working with a designer who solely insists on simplifying everything at all costs regardless of your stated business outcome goals is a red flag—and a reason not to invest in UX design—at least with them!“ (12:28)“I think what an analytics product manager [or] an AI product manager needs to accept is there are other ways to measure the value of UX design’s contribution to your product and to your organization. Let’s say that you have a mission-critical internal data product, it’s used by the most senior executives in the organization, and you and your team made their day, or their month, or their quarter. You saved their job. You made them feel like a hero. What is the value  of giving them that experience and making them feel like those things… What is that worth when a key customer or colleague feels like you have their back with this solution you created? Ideas that spread, win, and if these people are spreading your idea, your product, or your solution… there’s a lot of value in that.” (43:33)

“Let’s think about value in non-financial terms. Terms like feelings. We buy insurance all the time. We’re spending money on something that most likely will have zero economic value this year because we’re actually trying not to have to file claims. Yet this industry does very well because the feeling of security matters. That feeling is worth something to a lot of people. The value of feeling secure is something greater than whatever the cost of the insurance plan. If your solution can build feelings of confidence and security, what is that worth? Does “hard to measure precisely” necessarily mean “low value?”  (47:26)

Due to a technical glitch that ended up unpublishing this episode right after it originally was released, Episode 151 is a replay of my conversation with Zalak Trivdei from this past March . Please enjoy our chat if you missed it the first time around!

Thanks,

Brian

Links Original Episode: https://designingforanalytics.com/resources/episodes/139-monetizing-saas-analytics-and-the-challenges-of-designing-a-successful-embedded-bi-product-promoted-episode/ 

Sigma Computing: https://sigmacomputing.com

Email: [email protected] 

LinkedIn: https://www.linkedin.com/in/trivedizalak/

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About Promoted Episodes on Experiencing Data: https://designingforanalytics.com/promoted

One of the big use cases of generative AI is having small applications to solve specific tasks. These are known as AI agents or AI assistants. Since they’re small and narrow in scope, you probably want to create and use lots of them, which means you need to be able to create them cheaply and easily. I’m curious as to how you go about doing this from an organizational point of view. Who needs to be involved? What’s the workflow and what technology do you need? Dmitry Shapiro is the CEO of MindStudio. He was previously the CTO at MySpace and a product manager at Google. Dmitry is also a serial entrepreneur, having founded the web-app development platform Koji, acquired by Linktree, and Veoh Networks, an early YouTube competitor. He has extensive experience in building and managing engineering, product, and AI teams. In the episode, Richie and Dmitry explore generative AI applications, AI in SaaS, approaches to AI implementation, selecting processes for automation, changes in sales and marketing roles, MindStudio, AI governance and privacy concerns, cost management, the limitations and future of AI assistants, and much more. Links Mentioned in the Show: MindStudioConnect with Dmitry[Webinar] Dmitry at RADAR: From Learning to Earning: Navigating the AI Job LandscapeRelated Episode: Designing AI Applications with Robb Wilson, Co-Founder & CEO at Onereach.aiRewatch sessions from RADAR: AI Edition New to DataCamp? Learn on the go using the DataCamp mobile app Empower your business with world-class data and AI skills with DataCamp for business

Build faster, more reliable Rails apps by taking the best advanced PostgreSQL and Active Record capabilities, and using them to solve your application scale and growth challenges. Gain the skills needed to comfortably work with multi-terabyte databases, and with complex Active Record, SQL, and specialized Indexes. Develop your skills with PostgreSQL on your laptop, then take them into production, while keeping everything in sync. Make slow queries fast, perform any schema or data migration without errors, use scaling techniques like read/write splitting, partitioning, and sharding, to meet demanding workload requirements from Internet scale consumer apps to enterprise SaaS. Deepen your firsthand knowledge of high-scale PostgreSQL databases and Ruby on Rails applications with dozens of practical and hands-on exercises. Unlock the mysteries surrounding complex Active Record. Make any schema or data migration change confidently, without downtime. Grow your experience with modern and exclusive PostgreSQL features like SQL Merge, Returning, and Exclusion constraints. Put advanced capabilities like Full Text Search and Publish Subscribe mechanisms built into PostgreSQL to work in your Rails apps. Improve the quality of the data in your database, using the advanced and extensible system of types and constraints to reduce and eliminate application bugs. Tackle complex topics like how to improve query performance using specialized indexes. Discover how to effectively use built-in database functions and write your own, administer replication, and make the most of partitioning and foreign data wrappers. Use more than 40 well-supported open source tools to extend and enhance PostgreSQL and Ruby on Rails. Gain invaluable insights into database administration by conducting advanced optimizations - including high-impact database maintenance - all while solving real-world operational challenges. Take your new skills into production today and then take your PostgreSQL and Rails applications to a whole new level of reliability and performance. What You Need: A computer running macOS, Linux, or Windows and WSL2 PostgreSQL version 16, installed by package manager, compiled, or running with Docker An Internet connection

Every organization needs to know where their sensitive data is and reduce the risk of data exposure and exfiltration everywhere—across hybrid, multicloud, SaaS, and on-premises environments. Attend this lightning talk to learn how you can automatically discover and classify all of your sensitive, proprietary, and restricted data, whether it sits on AWS, a SaaS model, or on premises. Also learn about proactive measures you can take to reduce the risk of data exfiltration and minimize the impact of cyber attacks. This presentation is brought to you by Rubrik, an AWS Partner.

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Today, we’re joined by Mike Palmer, Chief Executive Officer at Sigma, the only cloud analytics solution with a spreadsheet-like interface enabling anyone to explore data at cloud scale and speed. We talk about:  Creating a product for the average person to useIf the dashboard will be replaced by an AI promptDisruption of SaaS in the march toward cloud adoptionDo we have too many SaaS products in the market today?How technology always starts with an expert and ends democratized

Welcome back! In today's solo episode, I share the top five struggles that enterprise SAAS leaders have in the analytics/insight/decision support space that most frequently leads them to think they have a UI/UX design problem that has to be addressed. A lot of today's episode will talk about "slow creep," unaddressed design problems that gradually build up over time and begin to impact both UX and your revenue negatively. I will also share 20 UI and UX design problems I often see (even if clients do not!) that, when left unaddressed, may create sales friction, adoption problems, churn, or unhappy end users. If you work at a software company or are directly monetizing an ML or analytical data product, this episode is for you! 

Highlights/ Skip to 

I discuss how specific UI/UX design problems can significantly impact business performance (02:51) I discuss five common reasons why enterprise software leaders typically reach out for help (04:39) The 20 common symptoms I've observed in client engagements that indicate the need for professional UI/UX intervention or training (13:22) The dangers of adding too many features or customization and how it can overwhelm users (16:00) The issues of integrating  AI into user interfaces and UXs without proper design thinking  (30:08) I encourage listeners to apply the insights shared to improve their data products (48:02)

Quotes from Today’s Episode “One of the problems with bad design is that some of it we can see and some of it we can't — unless you know what you're looking for." - Brian O’Neill (02:23) “Design is usually not top of mind for an enterprise software product, especially one in the machine learning and analytics space. However, if you have human users, even enterprise ones, their tolerance for bad software is much lower today than in the past.” Brian O’Neill - (13:04) “Early on when you're trying to get product market fit, you can't be everything for everyone. You need to be an A+ experience for the person you're trying to satisfy.” -Brian O’Neill (15:39) “Often when I see customization, it is mostly used as a crutch for not making real product strategy and design decisions.”  - Brian O’Neill (16:04)  "Customization of data and dashboard products may be more of a tax than a benefit. In the marketing copy, customization sounds like a benefit...until you actually go in and try to do it. It puts the mental effort to design a good solution on the user." - Brian O’Neill (16:26) “We need to think strategically when implementing Gen AI or just AI in general into the product UX because it won’t automatically help drive sales or increase business value.” - Brian O’Neill (20:50)  “A lot of times our analytics and machine learning tools… are insight decision support products. They're supposed to be rooted in facts and data, but when it comes to designing these products, there's not a whole lot of data and facts that are actually informing the product design choices.” Brian O’Neill - (30:37) “If your IP is that special, but also complex, it needs the proper UI/UX design treatment so that the value can be surfaced in such a way someone is willing to pay for it if not also find it indispensable and delightful.” - Brian O’Neill (45:02)

Links The (5) big reasons AI/ML and analytics product leaders invest in UI/UX design help: https://designingforanalytics.com/resources/the-5-big-reasons-ai-ml-and-analytics-product-leaders-invest-in-ui-ux-design-help/  Subscribe for free insights on designing useful, high-value enterprise ML and analytical data products: https://designingforanalytics.com/list  Access my free frameworks, guides, and additional reading for SAAS leaders on designing high-value ML and analytical data products: https://designingforanalytics.com/resources Need help getting your product’s design/UX on track—so you can see more sales, less churn, and higher user adoption? Schedule a free 60-minute Discovery Call with me and I’ll give you my read on your situation and my recommendations to get ahead:https://designingforanalytics.com/services/

Today, we’re joined by Pieter de Villiers, Co-Founder & CEO at Clickatell, the global leader in chat commerce. We talk about:  3 pillars of excellence to measure decisions against when building a SaaS app Changes in ideal customer profile from year oneGlobal democratization of SaaS investingWhat to have a clear view of before writing a single line of code

OT environments were traditionally isolated for security to limit attack vectors and associated risks, but the benefits of connectivity are eroding this approach. As a result, new security solutions are essential to manage the risks and leverage the benefits of connected OT systems. Landis+Gyr, a provider of Utility OT solutions, is adopting a SaaS model hosted on Google Cloud. This change required careful security considerations to meet customer, regulatory, and company standards. This fireside chat will explore these security measures, the challenges of cloud adoption in isolated environments, and the thoughts on future requirements for secure cloud-connected OT. By attending this session, your contact information may be shared with the sponsor for relevant follow up for this event only.

Click the blue “Learn more” button above to tap into special offers designed to help you implement what you are learning at Google Cloud Next 25.

Learn from a panel of leading security companies about why they build customer SaaS on Google Cloud, and how they’re partnering with Google to use generative AI to drive transformational change in the industry.

Click the blue “Learn more” button above to tap into special offers designed to help you implement what you are learning at Google Cloud Next 25.

Only 1 in 10 organizations are meaningfully adopting generative AI today. Why Most tech stacks run on a labyrinth of applications, making it hard to access data or seamlessly embed AI into a workflow. Join us to learn how Google Cloud's Integration Services help you connect any application, integrate AI capabilities, and automate complex tasks. Learn how Wayfair built reusable, scaled components in a high-visibility workflow using Google's Application Integration, which enabled consistency in service, configurability of workflows, visibility into leads, customers, tasks, assignments, and so on, and made system-wide measurement easy throughout the Wayfair business-to-business sales funnel.

Click the blue “Learn more” button above to tap into special offers designed to help you implement what you are learning at Google Cloud Next 25.

Join iConstruye, a SaaS supply management company, as they detail their multi-phase digital transformation. They successfully migrated 135 VMs to a multi-zone Google Cloud deployment, slashing IT costs by 32%, followed by containerization on Google Kubernetes Engine, where they achieved a 25% reduction in time-to-market.

You'll gain actionable insights into their modernization strategy, including the emphasis on investing in training for their IT team on new cloud tools, reducing technical debt, and setting the stage for continued growth.

Click the blue “Learn more” button above to tap into special offers designed to help you implement what you are learning at Google Cloud Next 25.

Learn how Stagwell, a global marketing group of over 50 agencies in more than 34 countries, is transforming its business on Google Cloud with SADA. Follow their business transformation journey as they fully embrace AI and evolve the world of marketing by bringing clients and marketers together with co-operated SaaS solutions.

By attending this session, your contact information may be shared with the sponsor for relevant follow up for this event only.

Click the blue “Learn more” button above to tap into special offers designed to help you implement what you are learning at Google Cloud Next 25.