Want to know how to effectively engage industry analysts and shape your product roadmap? In this podcast hosted by Cassio Sampaio, Saviynt Senior Vice President of Strategy Henrique Teixeira will be speaking on product strategy and analyst relations in B2B SaaS. Drawing from his extensive experience at Gartner and in the identity management space, Henrique shares insider insights on how product managers can collaborate with analysts to drive innovation and market positioning.
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Show Notes
- Early engagement with industry analysts is crucial for product development success
- Design partners are key to validating and shaping product direction for B2B SaaS companies
- Focus on solving customer problems, not just showcasing product features
- When briefing analysts, leave space for questions and feedback, not just presenting information
- Product strategy should be problem-oriented, not product-first
- Competitive intelligence and field input are critical for informed product decisions
- Analysts spend significant time writing research, presenting at conferences, and conducting client inquiries
- Customer testimonials are more powerful than vendor presentations in influencing analysts
- Roadmaps should balance innovation with realistic expectations
- Product managers should be prepared to pivot based on market feedback
- Recruiting the right design partners requires strategic selection, not just volume
- Successful analyst relations require a selfless, help-oriented approach
- Don’t be intimidated by the analyst profession – focus on providing valuable advice
- External roadmaps should be more conservative than internal planning documents
- Vendor consolidation and platform integration are key trends in cybersecurity
- Analysts are people too – personal chemistry and communication style matter
- The best way to influence an analyst’s perspective is to listen and implement their suggestions
- Product managers transitioning to analyst roles must stop selling and start advising
- Building strong relationships with potential clients starts with understanding their core challenges
- Analysts appreciate being involved in the product roadmap process, not just seeing final products
About the speaker
Henrique Teixeira is a seasoned leader with over 25 years in identity and cybersecurity. As Senior Vice President of Strategy at Saviynt, he drives innovation, vision and roadmap for cloud-first solutions in identity security, including governance and privileged access management to secure enterprises globally. Previously, Henrique was a VP analyst at Gartner, chairing the IAM Summit and shaping industry trends by coining concepts like CIEM and ITDR. His career includes impactful roles at Microsoft, IBM, Oracle, and more. Henrique’s mission is to enhance security and user experiences through cutting-edge identity security, making him a trusted voice in the industry.
About the host
I am a product person with 20+ years of experience most recently with DigitalOcean, Apple, Auth0 and now running Customer Identity at Okta. I love technical products and my sweet spot is B2B SaaS / IaaS. I have done a bit of everything including running engineering teams, corporate development and marketing and lived and worked in Canada, US and Brazil.