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Overview

Features represent specific, atomic capabilities of your product that customers discuss, request, and evaluate during the sales process. Unlike high-level decision drivers, features are concrete product capabilities like “SSO Integration” or “API Rate Limiting.”

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Feature Structure

  • Name: Clear, specific capability name (e.g., “Single Sign-On”)
  • Description: Detailed explanation of what the feature does
  • Product: Which product the feature belongs to
  • Product Area: Functional category (Security, Analytics, Integrations)

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Organization Hierarchy

Product (e.g., "Hindsight CI")
├── Product Area (e.g., "Security")
│   ├── Feature (e.g., "SSO Integration")
│   ├── Feature (e.g., "Audit Logs")
│   └── Feature (e.g., "Role-based Access")
└── Product Area (e.g., "Analytics")
    ├── Feature (e.g., "Custom Dashboards")
    └── Feature (e.g., "Data Export")

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How Features Work

  1. Detection: AI automatically identifies feature mentions in deal conversations
  2. Sentiment Tracking: Monitors positive/negative discussions about each feature
  3. Revenue Attribution: Connects features to deal outcomes and value
  4. Competitive Analysis: Compares your features against competitor capabilities
  5. Performance Analytics: Tracks which features drive deal success

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Setup Methods

  • Manual Creation: Add individual features with full descriptions
  • CSV Import: Bulk upload up to 50 features at once
  • AI Detection: System suggests features based on deal conversations
  • Team Collaboration: Multiple team members can contribute to feature catalog

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Analytics & Insights

  • Mention Frequency: How often features are discussed in deals
  • Sentiment Trends: Whether customer perception is improving or declining
  • Revenue Impact: Total deal value associated with feature mentions
  • Competitive Gaps: Features where competitors have advantages
  • Win Correlation: Which features appear most in successful deals

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Best Practices

  • Atomic Granularity: Each feature should be a specific, discrete capability
  • Customer Language: Use terms customers actually use, not internal jargon
  • Consistent Taxonomy: Maintain clear product and area categories
  • Regular Maintenance: Update descriptions as features evolve
  • Cross-functional Input: Include product, sales, and customer success perspectives

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Common Use Cases

  • Product Roadmap: Prioritize features based on customer demand and revenue impact
  • Competitive Positioning: Understand feature gaps and advantages
  • Sales Enablement: Help reps understand which features resonate with buyers
  • Customer Success: Identify features driving adoption and expansion