Article · 9 min read

How to Deal with B2B Sales-Driven Feature Requests

Saeed Khan · Saeed Khan (On Product Management) Free Intermediate

Deals with the specific pressure of a request that arrives wrapped in a deal, where sales and a big customer both want a yes now. It gives you a 2x2 to separate a genuine market need from a single deal's demand. Useful because your custom asks often come attached to revenue you do not want to lose.

  • Ask whether the feature closes only this deal or many future ones.
  • A request tied to revenue still needs to clear the same market test.
  • Charge for or defer the truly one-off asks instead of absorbing them into the core.
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The question it answers

  1. How do I set a roadmap when half my revenue comes from one big customer who keeps asking for custom features?

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