The Winning Way: How Mindset Shapes the Outcome

Whether in sports or business, the mindset to win is what sets champions apart from contenders.

One of my favorite sporting stories comes from Harsha Bhogle's book The Winning Way, which beautifully illustrates the crucial role mindset plays in determining the outcomes of events. This story revolves around a test cricket match between Australia and Bangladesh in 2006.

Test cricket is the oldest and most prestigious format of the sport, played over five days. Each team has two innings to bat and bowl, aiming to score more runs than the opponent. The game tests players' endurance, skill, and mental strength, requiring them to adapt to changing conditions over extended periods. Matches are divided into three sessions per day, with breaks for lunch and tea. Teams can declare their innings closed to strategize, and matches can end in a win, draw, or tie. The format emphasizes patience, strategy, and resilience, making it the ultimate test of cricketing prowess.

The Story of Australia vs. Bangladesh, 2006

In 2006, the Australian cricket team visited Bangladesh after a long and exhausting season. The players were fatigued—Brett Lee famously remarked that there was no fuel left in the tank, only fumes. Uncharacteristically, the Australian team seemed more interested in resting than in playing cricket.

First Innings: Bangladesh's Unexpected Performance

On the first day of the test match, Bangladesh surprised everyone by scoring 333 runs for the loss of just 5 wickets. This was a situation they had rarely found themselves in before. During the press conference, Bangladesh's captain Habibul Bashar expressed satisfaction, saying that if they could add another hundred runs, they would be "safe." His comment reflected a mindset of aspiring not to lose rather than aiming to win, which resonated with their history of struggling in international cricket.

First Innings: Australia's Response

The next day, Australia found themselves in a precarious position at 145 for 6. Adam Gilchrist, representing the Australian team at the press conference, acknowledged the challenge. "We're in a bit of a hole, and need to figure out how to win from here," he said. This statement highlighted the difference in mindset between the two teams. Despite being in a difficult situation, Australia was focused on finding a way to victory.

Second Innings: The Turning Point

Bangladesh, despite their strong start, failed to capitalize on their position. Their lack of self-belief and experience in winning situations meant they couldn't press home their advantage. Australia, on the other hand, drew on their deep reservoir of resilience and winning mentality. They fought back fiercely, turning the game around and eventually securing an unlikely victory.

Final Outcome: The Lesson in Mindset

The story concluded with Australia winning the match, despite facing defeat multiple times during the game. Bangladesh was left wondering whether this match could have been a turning point in their cricketing history. The key difference was the mindset: Australia's champions were always focused on victory, while Bangladesh's underdogs were just aiming to avoid defeat.

The Importance of Growth Mindset

The story of Australia and Bangladesh’s Test match underscores a fundamental truth: mindset plays a crucial role in determining outcomes. Mindset, in essence, is the set of beliefs and attitudes that shape how we approach challenges and opportunities. It stems from our experiences, upbringing, and the environment we are part of. In cricket, as in business, having a positive and growth-oriented mindset can make all the difference. It’s the mental framework that champions like the Australian cricket team rely on, allowing them to stay focused, resilient, and proactive even in the face of adversity. This powerful mindset is what drives them to turn potential losses into victories.

Applying These Lessons to Product Management

1. Strive for Excellence, Not Just Survival

Just like the Australian cricket team sought victory, product managers should aim for excellence. It’s not just about avoiding failure; it’s about pushing boundaries and constantly seeking to improve and innovate. This mindset fuels creativity and drives progress.

A powerful example of a product manager who embodies the principle of striving for excellence over mere survival is Shantanu Narayen at Adobe Systems. Under his leadership, Adobe made a monumental shift from traditional software sales to a subscription-based model with Adobe Creative Cloud.

Innovative Transformation: When Narayen took over as CEO in 2007, Adobe was well-established with popular products like Photoshop and Acrobat. However, the software industry was changing rapidly, and merely surviving was not an option. Recognizing the need for innovation to stay relevant, Narayen spearheaded the move to a subscription model. This was a risky decision, as it involved overhauling the company’s main revenue stream and required substantial changes in technology and business strategy.

Pushing Boundaries: The transition to Creative Cloud involved pushing technological boundaries, especially in terms of developing cloud-based services that were robust and user-friendly. Narayen's vision went beyond just avoiding the failure of Adobe’s existing products; it was about creating a sustainable, innovative future for the company. This required not only technological innovation but also a shift in customer mindset—from owning software outright to subscribing to a service.

Fueling Creativity and Progress: This move fueled creativity within Adobe, driving the development of new features and services that could be updated regularly and seamlessly. It also positioned Adobe as a leader in digital media and digital marketing solutions, driving significant growth. By focusing on excellence and continuous improvement, Narayen led Adobe to new heights of success.

Results and Impact: The results were transformative. Adobe’s Creative Cloud has become a massive success, leading to record revenue growth and a strong increase in stock price. It also set a benchmark in the software industry, with many other companies following suit by adopting subscription models.

This example demonstrates how aiming for excellence—by embracing innovation and making bold decisions—can lead to substantial progress and redefine an industry. Shantanu Narayen’s leadership at Adobe is a testament to the power of a mindset focused on excellence rather than mere survival.

2. Spot and Seize Opportunities

Think about how Bangladesh missed their winning chance. In product management, recognizing and acting on opportunities is vital. Stay alert, trust your team's capabilities, and move swiftly when opportunities arise.

In the world of technology, one of the most notable examples of a product manager spotting and seizing an opportunity comes from the story of Instagram.

In 2010, Kevin Systrom and Mike Krieger, the co-founders of Instagram, were working on a project called Burbn, a multi-featured app that included check-ins, photo-sharing, and plans. Despite their efforts, Burbn struggled to gain traction. The market was crowded, and users were not engaging with the app as expected.

Recognizing the Opportunity: Systrom and Krieger noticed that the photo-sharing feature was the most popular aspect of Burbn. Users were particularly excited about sharing their photos with filters. This observation led them to realize that there was a significant, unmet need for a simple and engaging photo-sharing platform.

Acting on the Opportunity: Seizing this opportunity, they decided to pivot and focus solely on photo-sharing. They stripped away all other features of Burbn and rebranded the app as Instagram. The new app allowed users to easily upload photos, apply filters, and share them with friends and followers. This streamlined focus resonated with users, and Instagram quickly gained popularity.

Trusting the Team’s Capabilities: Throughout this process, Systrom and Krieger trusted their small team’s ability to adapt and innovate. They moved swiftly to develop and launch the new version of their app, demonstrating confidence in their vision and execution.

The result of recognizing and acting on this opportunity was remarkable. Instagram grew rapidly, amassing millions of users within months. In 2012, just two years after its launch, Instagram was acquired by Facebook for $1 billion.

This story illustrates the importance of staying alert to opportunities, trusting in the team’s abilities, and moving quickly to capitalize on emerging trends. By focusing on what users wanted and acting decisively, Systrom and Krieger turned a struggling project into a global phenomenon.

3. Foster a Culture of Excellence

Winning teams don’t just happen; they are built through a culture of striving for the best. Encourage your team to set ambitious goals and celebrate their achievements. This habit of excellence becomes a part of your team’s identity.

Creating a culture of excellence is essential for any product team aiming for long-term success. A prime example of this can be seen in the approach taken by Elon Musk at SpaceX.

In 2002, Elon Musk founded SpaceX with the ambitious goal of reducing space transportation costs and enabling the colonization of Mars. From the beginning, Musk instilled a culture of excellence within the company, setting high standards and encouraging his team to strive for groundbreaking achievements.

Setting Ambitious Goals: Musk didn't just set out to create another aerospace company; he aimed to revolutionize space travel. This ambitious vision was clear to every team member. The goal was not just to build rockets, but to create reusable rockets that could drastically cut the cost of space missions. These high standards pushed the team to innovate and think beyond conventional boundaries.

Celebrating Achievements: SpaceX celebrated every milestone, big or small. The successful launch of the Falcon 1 in 2008, after multiple failures, was a significant achievement that was celebrated widely within the company. Each success was a testament to the team's hard work and dedication, reinforcing their commitment to excellence.

Learning from Setbacks: Failures were not seen as deterrents but as opportunities to learn and improve. After each failed launch, the team at SpaceX conducted thorough analyses to understand what went wrong and how they could improve. This relentless pursuit of excellence, even in the face of setbacks, became a defining characteristic of the company's culture.

Continuous Improvement: SpaceX's journey from struggling with initial failures to becoming a leader in aerospace technology exemplifies how fostering a culture of excellence can lead to outstanding results. The habit of setting high goals, learning from mistakes, and celebrating successes created an environment where excellence became part of the team’s identity.

By fostering this culture of excellence, Musk transformed SpaceX into a company capable of achieving what many thought was impossible, including the first privately-funded spacecraft to reach orbit, the first privately-funded spacecraft to dock with the International Space Station, and the development of the reusable Falcon 9 rocket.

This example underscores the importance of encouraging your team to aim high, acknowledge their accomplishments, and continuously strive for improvement. In doing so, you build a resilient and innovative team that's always ready to tackle the next big challenge.

4. Embrace and Learn from Setbacks

Great teams focus on the present and learn from the past without getting stuck in it. When setbacks occur, use them as stepping stones for future success. Each challenge faced and overcome makes your team stronger and more resilient.

In the fast-paced world of technology, setbacks are inevitable. How teams respond to these setbacks often determines their long-term success. A compelling example of this is the story of Slack, the widely-used communication platform.

In 2009, Stewart Butterfield, along with his team, launched a massively multiplayer online game called Glitch. Despite their enthusiasm and effort, Glitch failed to attract a sustainable user base and was shut down in 2012. This could have been a devastating blow, but Butterfield and his team chose to embrace this setback and learn from it.

Learning from the Past: During the development of Glitch, the team had created an internal communication tool to help them collaborate more effectively. After the game's failure, they realized that this tool had significant potential as a standalone product. They decided to pivot from gaming to business communication, transforming their internal tool into what is now known as Slack.

Embracing Change: The transition from developing a game to building a communication platform was a significant shift. The team had to adapt to new challenges and opportunities, leveraging their previous experience to innovate in a different domain. Their willingness to embrace change and learn from their previous project was crucial in this pivot.

Using Setbacks as Stepping Stones: The lessons learned from the failure of Glitch were instrumental in shaping Slack's development. The team understood the importance of user feedback, agile development, and the need for a product that genuinely solves a problem. They applied these insights to create a user-friendly, efficient communication platform.

Building Resilience: Slack's journey from a failed game to a successful communication tool exemplifies how setbacks can build resilience. Each challenge the team faced, from technical difficulties to market acceptance, made them stronger and more capable. Their ability to pivot and turn a setback into an opportunity was a testament to their resilience and determination.

Success Through Adaptation: Slack launched in 2013 and quickly gained traction, becoming one of the fastest-growing business applications in history. The company's success story highlights how embracing setbacks and learning from them can lead to extraordinary achievements. Today, Slack is a crucial tool for millions of users worldwide, facilitating communication and collaboration across diverse industries.

This example illustrates the power of focusing on the present and using past experiences to inform future strategies. By viewing setbacks as opportunities for growth, product managers can foster a resilient and adaptable team ready to tackle any challenge.

5. Create an Aura of Success

Consistent success is more than just a track record; it’s about building a reputation. Delivering reliable, high-quality products boosts your team’s confidence and establishes trust with your audience. This reputation attracts top talent and creates a virtuous cycle of success.

One notable example of creating an aura of success comes from Howard Schultz's leadership at Starbucks.

Building a Reputation for Excellence: When Howard Schultz took over Starbucks in the 1980s, he envisioned transforming it from a small Seattle-based coffee bean retailer into a global coffeehouse brand. Schultz focused on delivering high-quality coffee, creating a unique customer experience, and building a strong brand identity. This vision was key to establishing Starbucks as a premium coffee brand.

Delivering Reliable, High-Quality Products: Starbucks consistently delivered high-quality coffee and beverages, ensuring that customers could trust the product they received at any location worldwide. This reliability in product quality helped build a strong and loyal customer base. The emphasis on quality extended to sourcing the finest coffee beans and maintaining strict quality control standards.

Boosting Team Confidence: Schultz believed in treating employees, referred to as "partners," with respect and providing them with benefits and opportunities for growth. This approach fostered a sense of pride and confidence among Starbucks employees. Empowered and motivated partners delivered excellent customer service, which in turn reinforced the company's reputation.

Establishing Trust with the Audience: Starbucks built trust with its customers by consistently offering a welcoming and comfortable environment in its stores. The company created a "third place" between home and work where customers could relax and enjoy their coffee. This trust was further cemented by ethical sourcing practices and community engagement, which resonated with socially conscious consumers.

Attracting Top Talent: Starbucks' reputation for quality and innovation attracted top talent in the industry. People were drawn to the company's mission-driven culture and its commitment to social responsibility. This influx of skilled professionals contributed to the continuous improvement and expansion of Starbucks' product offerings and services.

Creating a Virtuous Cycle of Success: The consistent delivery of high-quality products and excellent customer experiences established a powerful aura of success around Starbucks. Each successful store opening and product launch reinforced this aura, attracting more customers and talented employees. This virtuous cycle helped Starbucks maintain its market leadership and continue growing globally.

Howard Schultz's leadership at Starbucks demonstrates how a commitment to excellence, quality, and customer experience can create a lasting aura of success. By building a strong brand reputation, empowering employees, establishing customer trust, and attracting top talent, product managers can achieve sustained success and create a positive feedback loop that drives continuous improvement and growth.

By embracing these approaches, product managers can cultivate the self-belief and winning mindset that turns good teams into great ones. The lessons from The Winning Way remind us that mindset is key to achieving and sustaining success in any field.

Disclaimer: The views and insights presented in this blog are derived from information sourced from various public domains on the internet and the author's research on the topic. They do not reflect any proprietary information associated with the company where the author is currently employed or has been employed in the past. The content is purely informative and intended for educational purposes, with no connection to confidential or sensitive company data.