182 - Designing with the Flow of Work: Accelerating Sales in B2B Analytics and AI Products by Minimizing Behavior Change cover art

182 - Designing with the Flow of Work: Accelerating Sales in B2B Analytics and AI Products by Minimizing Behavior Change

182 - Designing with the Flow of Work: Accelerating Sales in B2B Analytics and AI Products by Minimizing Behavior Change

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 Building B2B analytics and AI tools that people will actually pay for and use is hard. The reality is, your product won’t deliver ROI if no one’s using it. That’s why first principles thinking says you have to solve the usage problem first. In this episode, I’ll explain why the key to user adoption is designing with the flow of work—building your solution around the natural workflows of your users to minimize the behavior changes you’re asking them to make. When users clearly see the value in your product, it becomes easier to sell and removes many product-related blockers along the way. We’ll explore how product design impacts sales, the difference between buyers and users in enterprise contexts, and why challenging the “data/AI-first” mindset is essential. I’ll also share practical ways to align features with user needs, reduce friction, and drive long-term adoption and impact. If you’re ready to move beyond the dashboard and start building products that truly fit the way people work, this episode is for you. Highlights/Skip to: The core argument: why solving for user adoption first helps demonstrate ROI and facilitate sales in B2B analytics and AI products (1:34)How showing the value to actual end users—not just buyers—makes it easier to sell your product (2:33)Why designing for outcomes instead of outputs (dashboards, etc) leads to better adoption and long-term product value (8:16)How to “see” beyond users’ surface-level feature requests and solutions so you can solve for the actual, unspoken need—leading to an indispensable product (10:23)Reframing feature requests as design-actionable problems (12:07) Solving for unspoken needs vs. customer-requested features and functions (15:51)Why “disruption” is the wrong approach for product development (21:19) Quotes: “Customers’ tolerance for poorly designed B2B software has decreased significantly over the last decade. People now expect enterprise tools to function as smoothly and intuitively as the consumer apps they use every day. Clunky software that slows down workflows is no longer acceptable, regardless of the data it provides. If your product frustrates users or requires extra effort to achieve results, adoption will suffer. Even the most powerful AI or analytics engine cannot compensate for a confusing or poorly structured interface. Enterprises now demand experiences that are seamless, efficient, and aligned with real workflows. This shift means that product design is no longer a secondary consideration; it is critical to commercial success. Founders and product leaders must prioritize usability, clarity, and delight in every interaction. Software that is difficult to use increases the risk of churn, lengthens sales cycles, and diminishes perceived value. Products must anticipate user needs and deliver solutions that integrate naturally into existing workflows. The companies that succeed are the ones that treat user experience as a strategic differentiator. Ignoring this trend creates friction, frustration, and missed opportunities for adoption and revenue growth. Design quality is now inseparable from product value and market competitiveness. The message is clear: if you want your product to be adopted, retain customers, and win in the market, UX must be central to your strategy.” — “No user really wants to ‘check a dashboard’ or use a feature for its own sake. Dashboards, charts, and tables are outputs, not solutions. What users care about is completing their tasks, solving their problems, and achieving meaningful results. Designing around workflows rather than features ensures your product is indispensable. A workflow-first approach maps your solution to the actual tasks users perform in the real world. When we understand the jobs users need to accomplish, we can build products that deliver real value and remove friction. Focusing solely on features or data can create bloated products that users ignore or struggle to use. Outputs are meaningless if they do not fit into the context of a user’s work. The key is to translate user needs into actionable workflows and design every element to support those flows. This approach reduces cognitive load, improves adoption, and ensures the product's ROI is realized. It also allows you to anticipate challenges and design solutions that make workflows smoother, faster, and more efficient. By centering design on actual tasks rather than arbitrary metrics, your product becomes a tool users can’t imagine living without. Workflow-focused design directly ties to measurable outcomes for both end users and buyers. It shifts the conversation from features to value, making adoption, satisfaction, and revenue more predictable.” — “Just because a product is built with AI or powerful data capabilities doesn’t mean anyone will adopt it. Long-term value comes from designing solutions that users cannot live without. It...
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