Company Context
PipelinePro is a mid-market B2B SaaS CRM used by 25,000 sales teams across North America and Europe. The company is growing steadily but faces pressure from larger competitors that offer broader feature sets and from newer startups that are simpler and cheaper.
Problem
PipelinePro's leadership has approved budget for only one major product initiative next quarter. The product team has identified four candidate features:
- AI meeting notes for account executives
- Advanced sales forecasting dashboards for managers
- Native WhatsApp integration for international sales teams
- Automated onboarding checklists for new admins
Recent data shows three issues: trial-to-paid conversion has stalled at 11%, 90-day retention for new accounts is only 62%, and expansion revenue from existing customers is below plan. Customer research suggests different segments value different outcomes: reps want less manual work, managers want better visibility, and admins want faster setup.
You are the PM responsible for recommending which feature to prioritize first.
Deliverables
- Define how you would evaluate and prioritize these features based on business impact.
- Identify the most important user segments and their core jobs-to-be-done.
- Recommend one feature for the next quarter, with a clear rationale and trade-offs.
- Explain what data you would use to validate your decision and what assumptions remain.
- Define launch success metrics and what result would cause you to revisit the roadmap.
Constraints
- One quarter timeline with 6 engineers, 1 designer, and 1 data analyst
- Budget allows only one major feature and one small supporting improvement
- Existing CRM performance cannot degrade; page load time may not increase by more than 150ms
- Sales leadership wants visible business impact within 2 quarters
- No net-new ML platform can be built this quarter
