Understanding stakeholder motivations

Every stakeholder has different motivations driving their involvement with your product. Sales teams care about features that close deals. Engineering wants technical excellence. Finance focuses on ROI. Understanding these motivations helps you frame your product in ways that resonate with each group.

However, always try and dig deeper than surface-level assumptions. A VP might say they want "innovation," but really they're worried about losing market share. Customer success might push for features not because users need them, but because it reduces support tickets. These hidden motivations often drive real decisions.

Build understanding through regular interactions, not just formal interviews. During project discussions, pay attention to what stakeholders repeatedly bring up or push back on. Notice which metrics they quote and what examples they use. Ask casual questions like "How does this impact your team's goals?" or "What would make your life easier here?" These natural conversations often reveal more than scheduled meetings. Over time, you'll understand their real priorities and can position your product accordingly.