Airtable
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Insights from the Airtable undefined Team
Kevin Wu, Head of Solution & Category Product Marketing at Airtable on Messaging
The goal of our work is to help our company build and express our competitive differentiation. A competitor is anyone who has a similar value prop for the same audience. Not necessarily the same solution. Even if a customer could feasibly use both, we might still be "competing!"
For me:
Positioning: overall strategy of who we serve and how we do it better than the other major options
Messaging: language and themes we use to communicate Positioning.
And for good measure, Copy: exact words that appear on marketing assets, informed by Messaging.
Win/loss interviews have consistently been one of our richest sources. Also, plugging into active deals where we support the sales team (we use Gong and CRM to get alerts on which competitive deals we should help with).