Behavioral question

You've got your top customer who accounts for 8% of your ARR threatening to shift to a competitor if you don't build some very specific features that only this customer is likely to use. How are you going to manage this scenario?

Practice this question out loud. An AI interviewer asks it, follows up like a real interviewer would, and scores your answer. Type or speak.

What this question tests

Tests judgment balancing a major revenue relationship against building one-off features that fragment the roadmap.

Clarify the ask: understand which features and whether they solve a broader need, confirming with the account team.
Assess the real risk: quantify losing 8% of ARR against the cost of building and maintaining one-off features.
Look for a generalizable version: see if the need maps to a feature that benefits other customers too.
If not generalizable, negotiate alternatives: a paid custom integration, a longer timeline, or a different pricing tier.
Involve the right stakeholders: loop in sales leadership and finance to weigh retention risk transparently.
Make and communicate a clear decision with reasoning, not an open-ended 'we'll consider it.'

Tries to generalize the ask into something roadmap-worthy before treating it as a one-off, the strongest outcome.
Explicitly quantifies the trade-off, ARR at risk versus engineering opportunity cost, rather than deciding on gut feel.
Shows a clear, communicated decision instead of indefinite stalling that damages trust either way.

Automatically building whatever the biggest customer asks for without evaluating cost or fit.
Flatly refusing without exploring a generalizable version or compromise.

Chapters of the AI PM course that teach what this question tests.