In a recent LinkedIn post, Janna Bastow discusses a common pitfall for product teams: the “Agency Trap.” Bastow, founder of ProdPad, highlights how even well-intentioned teams can inadvertently shift from strategic discovery to mere delivery mode due to external pressures and commitments.
Bastow explains how this shift occurs, often starting with a seemingly reasonable request from a major client or a commitment made by the sales team. This can lead to discovery and strategic planning being postponed, a decision that, while perhaps understandable in the moment, can have long-term consequences for product development.
The Subtle Drift into Delivery Mode
Bastow expresses surprise at the prevalence of this issue, even in 2026. She observes that many intelligent teams with strong intentions find themselves in this situation, where their roadmaps are dictated by pre-existing commitments rather than by the genuine problems they should be solving. This focus on delivery can stifle innovation and lead to products that don’t truly meet user needs.
According to Bastow, the trap is laid when:
“A big customer needed something. Sales made a commitment. Discovery could wait a sprint.”
This, she argues, is the insidious pathway:
“That’s how good product teams quietly drift into delivery mode.”
Identifying and Resetting from the Trap
Bastow reassures teams that finding themselves in this situation is not a sign of failure. Instead, she suggests it might indicate a need for a strategic reset. The core issue, as she sees it, is a misalignment between the team’s efforts and the actual problems they aim to address.
She elaborates on this in her newsletter, SimplyProduct, and plans to delve deeper into solutions during an upcoming webinar. Bastow aims to illustrate what a healthier, discovery-led roadmap looks like, emphasizing a proactive approach to product development.
The Consequences of a Commitment-Driven Roadmap
When roadmaps are shaped by commitments rather than problems, Bastow points out, teams risk building features that lack genuine value. This can lead to wasted resources, missed market opportunities, and ultimately, products that fail to resonate with their target audience. As she notes:
“What still surprises me in 2026 is how many teams are here. Smart people. Strong intentions. Roadmaps shaped by commitments instead of problems worth solving.”
Bastow’s message is one of awareness and empowerment. She encourages product leaders and teams to critically assess their current processes and to consider implementing a more discovery-focused approach. This involves prioritizing understanding user problems and validating potential solutions before committing to delivery timelines.
In her view, the key to escaping the “Agency Trap” lies in fostering a culture that values strategic inquiry and problem definition as much as, if not more than, the execution of features. She concludes with a message of encouragement:
“If this feels familiar, you’re not failing. It might just be time to reset.”
Bastow’s insights offer a valuable perspective for any team striving to build impactful products in a dynamic market.
📝 About This Content
This article is based on insights shared by Janna Bastow on LinkedIn.
📅 Originally posted on January 28, 2026 | View original post on LinkedIn →