Product Marketing Case

Product: Enhanced Estimated On-Hand (EOH)

Context
This case demonstrates my approach to product positioning, messaging, and go-to-market enablement using a real production feature. Details are presented to reflect representative product marketing work while protecting proprietary specifics.

1. Product Positioning Statement

For store operators responsible for ordering accuracy
 Who experience mismatches between system inventory and on-hand reality
 Enhanced Estimated On-Hand (EOH) is an ordering accuracy feature
 That gives operators visibility into pending activity and the ability to correct estimated inventory at order time
 Unlike static system counts or delayed reconciliations
 EOH enables more confident ordering decisions without impacting official inventory or financial records

2. Core Value Proposition

Improve ordering accuracy and visibility by allowing operators to correct estimated on-hand inventory directly at the point of ordering—without financial risk.

3. Messaging Pillars & Proof Points

Pillar 1: Ordering Confidence

Message: Order decisions should reflect reality, not stale system data.

Proof Points

• Operators can view estimated on-hand values directly in the order guide
• Pending documents (sales, transfers, receiving) are visible at order time
• Adjustment history provides transparency into changes

Pillar 2: Control Without Financial Risk

Message: Correct inventory estimates without affecting official records.

Proof Points

• EOH edits do not impact financials or official inventory systems
• Adjustments are stored locally and tracked separately
• System sync occurs on a predictable, scheduled cadence

Pillar 3: Practical, Focused Adoption

Message: Start where accuracy matters most.

Proof Points

• Clear prioritization guidance for high-impact item categories
• Known limitations communicated upfront
• Roadmap transparency for future enhancements

4. Target Audience / ICP

Primary User

• Store operators responsible for ordering and replenishment

Secondary Stakeholders

• Operations leadership
• Inventory and supply chain teams

Sales Listening Signals

• Chronic overstock or stockouts
• Low trust in system inventory counts
• Manual workarounds during ordering

5. Launch Brief / GTM Overview

Launch Objective
  Enable operators to make more accurate ordering decisions without introducing downstream system or financial risk.

Positioning Objective
  Frame EOH as a decision-support feature, not an inventory override.

Success Indicators

• Increased operator engagement with EOH edits on priority items
• Reduced ordering discrepancies
• Fewer inventory-related support escalations

6. Audience Segmentation

Audience	Primary Concern	Messaging Focus
Operators	Accuracy	Visibility and control
Operations Leaders	Risk	No financial impact
Support Teams	Clarity	Known limitations
Sales	Adoption	Practical, defensible value

7. Rollout Sequencing (Who / When / Why)

Phase 1: Core Ordering Experience
  Operators using primary order guide tools
Why: Lowest friction, highest impact on daily decisions

Phase 2: Priority Item Guidance
  Focus on high-value and high-risk items
Why: Concentrate effort where accuracy matters most

Phase 3: Enhancement Roadmap Communication
  Limitations and future improvements
Why: Set expectations and reduce noise

8. Risks & Mitigations

Risk: Operators assume EOH edits affect official inventory
Mitigation: Explicit messaging that changes do not impact financials or system of record

Risk: Confusion around random-weight items
Mitigation: Known limitations documented with roadmap transparency

Risk: Extreme or inaccurate adjustments
Mitigation: Historical tracking and periodic re-baseline review