Prove Your Business Case
How product managers show business impact
Doug was the kind of product manager every team wanted. He built strong relationships across engineering, design, and sales. He communicated clearly, earned trust quickly, and was the go-to person for how the product was used across the enterprise. When it came to understanding user needs and leading cross-functional work, Doug delivered.
What he couldn’t deliver—at least in the eyes of senior leadership—was business results.
Doug spent months crafting detailed business cases for new opportunities, some with huge potential. But when it came time to show how his product could actually capture that value—through roadmap bets, early revenue signals, or partnerships with sales, things stalled. His initiatives lingered in planning mode. And while he could explain the customer’s pain in detail, he struggled to show how solving it would drive measurable value for the business—or when.
When layoffs came, Doug was let go—despite his talent, relationships, and deep product insight. Other product managers, with similarly low revenue in hand, stayed. Why? Because they had connected the dots: their product work was visibly tied to business goals. Leaders could see the investment paying off, even if it hadn’t all materialized yet.
So what could Doug have done differently?
That’s what this article is here to explore. How to show business impact in your product work. You’ll learn what business fluency looks like for product managers, what traps to avoid, and how to make sure your great product instincts are matched by strategic impact your leadership can see.
The New Business Expectations of Product Managers
Today’s product managers are expected to do more than own their product—they must clearly connect their work to business outcomes.
Stakeholders want to understand how your product drives profitable growth. Finance teams, in particular, rely on product managers to forecast revenue timing and sources so they can manage cash flow across the organization. This is challenging in B2B environments with long sales cycles.
Product managers must present accurate business cases and communicate associated risks. Once aligned, they’re also responsible for delivering in a way that supports those business plans—on time, and with the expected impact on revenue and profitability.
Why the Shift in Expectations?
Finance is playing a more active role than ever—scrutinizing both revenue growth and investment decisions. As a result, product managers are expected to engage with finance teams and explain the business rationale behind their roadmaps.
At all levels, product managers must communicate business case assumptions and financial outlooks. It’s no longer enough to be the voice of the customer or the champion of usability—product managers must also connect the dots between technology investments and measurable business outcomes. If a product initiative lacks a compelling, well-justified business case, the funding often shifts to another initiative that does.
At the same time, your customers are under similar pressure. They need to demonstrate ROI from every purchase—including yours. If they can’t clearly show the return on your product, your renewal or expansion is at risk.
That means it's your job to help customers tell that story. Don’t make them work to explain why your product deserves continued investment. Instead, give them the tools and materials to confidently communicate your product’s business value—why it delivers better ROI than the alternatives.
Traditional feature briefs and solution summaries no longer cut it. Today, both your CFO and your customer’s CFO are asking the same question: "What business advantage does this product deliver—and how do we know?”
Common Business Gaps in Product Management
Your product environment pushes you to focus on technical aspects before business. You go deep into the product to understand the impacts of features and technical debt. The more you understand the technology, the less you consider the business impact of decisions.
In today's environment, it is better to know enough technology to discern the business advantage. Like Doug at the beginning of the article, product managers can overdo their product knowledge. A few typical situations of missing the business are:
Knowing the customers' use case so well that the product is a perfect fit.
But only a small percentage of the market wants to buy that product
Driving a 5% performance improvement in the product.
But customers don't value the improvement enough to spend more
Prioritizing new features for a new customer segment
But sales doesn't target those customers
Pricing a new feature competitively
But the new feature is low margin due to high costs
The common thread here is technical strength with business weakness.
Many product practices push product managers to make these business mistakes:
Stakeholders are demanding feature deliveries urgently
Quarterly reports that focus on deliveries instead of the value of the delivery
Sending business decisions to sales or leadership
This means product managers need to save themselves. How can product managers overcome the technical pressure and drive real business value?
Developing Your Business Fluency
To lead with impact, product managers need to stay deep on product and show business value every day. That starts with adopting a general manager mindset—seeing your product not just as a solution to build, but as a business to grow.
But mindset alone isn’t enough. If you suddenly start thinking like a general manager without tools or data, you’ll get stuck spinning in questions you can’t yet answer. Instead, ease into this shift by layering in a business fluency lens:
Start with the metrics. Learn your product's financials: revenue, margin, retention, LTV, and how it fits into your portfolio.
Partner with business teams. Collaborate with sales and marketing on shared goals — not just to “support,” but to identify opportunities.
Update your story. Communicate how product choices connect to growth. Use your roadmap to narrate business progress, not just feature delivery.
Change your questions. Ask: What would a customer pay for? What business problem are we solving? What cost or risk do we reduce?
This lens helps you follow the flow of value through your product:
From a customer’s budget to their order
From MRR to margin to LTV
From your product’s revenue to company financials
From a single use case to the total addressable market
From product traction to market share
To see more on business fluency in action on your product, please click below for a free resource of business topics by phase. This has 15 key topics along with additional free resources to deepen your business acumen.
Doug, the capable product manager from the start of this article, had product insight and strong relationships—but his business fluency stopped at the business opportunity. He couldn’t connect that opportunity to product delivery, customer signals, or company impact. Leadership saw strategy but not progress.
The General Manager Mindset
To close that gap, product managers need to do more than understand the business—they need to act like a general manager, operating across time horizons:
Opportunity horizon: What markets and problems should we serve?
Business case horizon: What revenue and ROI can we expect over time?
Quarterly horizon: What usage, growth, or revenue will we deliver this quarter?
Product managers who work in all three horizons are able to connect vision to results. They move between long-term bets and short-term traction, which is key to keeping teams focused and leadership aligned.
This was Doug’s missing piece. He had a long-term business vision, but waited for others to validate it. He expected a team to form, a case to be built, and sales support to show up. But in today’s environment, you often have to lead before those pieces exist.
With a general manager mindset, Doug could have started scrappy:
Run small experiments to validate customer demand
Build early usage signals to test the value proposition
Collaborate with sales on one early win to build momentum
Use that traction to justify further investment
Even small signs of business progress—an active pilot, a paid expansion, a clear adoption pattern—can turn strategy into momentum.
Conclusion - Communicating Business Impact is Product Leadership
Great instincts, strong communication, and deep product knowledge used to set product managers apart. Today, they’re just table stakes.
To thrive in today’s environment, product managers must be able to translate product work into business terms—revenue paths, profitability signals, and tangible customer value. It’s not about being a finance expert. It’s about being the person who can connect the roadmap to the bottom line.
The product managers who succeed now are the ones who deliver value and make it visible.
So ask yourself: if a CFO read your roadmap, would they see a product—or a business?
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Great article! I am sharing this with my team!
Thanks for this insight - you've articulated a feeling I've had for the last few months: with the whole ai shift, expectations on the product managers job have gone up, not down. You need mba-skills to stand up to it. Our job is getting broader and broader.