Barracuda Networks

Datasheets are still a bread and butter artifact in B2B. Over the past 10 years, best in class datasheets have gotten much more visual and easier to scan. The days of paragraphs of text are long over.  As far as "features" go, they are generally the least important thing that go into a datashe...more

Become the go to expert on something - quickly. Generally, as a PMM, you want to be the expert on the buyer. Shadow as many sales calls as you possibly can. Develop relationships with customers. Call them, show up at their office, take them out for drinks. Compile a library of stories, personas, ...more

I always fall back on the first rule of product management - "your opinion, while interesting, is irrelevant." Back your idea up with solid, detailed customer research. A good blend of qualitative anecdotes and quantitative research data will serve you well.  Also, just general good advice for...more

I've found a two tier, "silence = approval" system strikes a good balance between expediency, being respectful of people's time and facilitating a lot of visibility.  First, agree on your review teams. Tier one should be people with whom you've got a close working relationship, close to the pr...more

I don't think this has to be complicated at all - in fact, I'd argue that if you need formal processes for this, you've got bigger organizational problems.  Make sure you and your PM are joined at the hip. You should be speaking daily, so even smaller changes should never be a surprise. Also g...more

I've seen lots of companies do this differently. Most take some kind of blended approach between bonusing part of your target on the corporate/product number and part on MBOs. Bonusing on the product number is more common in larger companies. For smaller companies, it's often complicated and not ...more

I've run into a few former sales people and SEs who have made the switch into PMM. I've only done one internal transfer myself - an SDR wanted to get into marketing and approached me about it. He had made a good attempt to understand what PMM is and what a good PMM does and impressed me with his ...more

 As a PMM, you should have visibility into the entire roadmap - as far out as it goes. You and your PM should basically be joined at the hip, and you should be an active collaborator in influencing and developing the roadmap. Being a part of that process will give you deeper insight into the prob...more

I've used Cisco/WebEx, BrightCove and On24 over the years. They are all decent and are all good enough for most organizations' needs. On24 was the slickest with the most bells and whistles. It integrates with Marketo - not sure about Hubspot, but I would assume it does as well.   Incidentally, ...more