HOW DOES YOUR COMPANY VINCENT CABRAL NITIN SETH APPROACH VP PRODUCT, NINTEX CO-FOUNDER AND CEO, SCREEN-MAGIC About 90% of what we add to the product is from While the product manager uses data to make INNOVATION? customer feedback. Innovating for the enterprise inferences, it’s important to double check with has always been our focus, but we also make it the salesperson (who is actually interacting with Most companies start with an idea large enough simple and applicable for small- and medium-sized the customer) about whether we are interpreting businesses. Regardless of the organization size, we information correctly. There are sometimes to build a business. As they grow, however, want to help our customers grow their businesses, gaps between the salesperson, the recorded staying ahead of the curve (and the competition) and we learn about their challenges to see how we conversations, and the product manager’s is critical to retaining and acquiring customers. can help solve them. perceptions. We also go to prospects or customers In this chapter, we hear how companies in the with wireframes. High-level concepts don’t always AppExchange ecosystem have organized their get the job done; you need to break down the companies to stay innovative. customer problem and give them a usable solution. BOB DeSANTIS COO, CONGA We try to hire great people who are doing much more than I do, are likely to stay in touch, and have their fingers on the pulse of new trends. We also engage and listen really carefully with our customers. They guide our innovation because they’re the ones whose business problems we’re trying to solve. 11