AMA: Atlassian Head of Core Product Marketing & GTM, ITSM Solutions, Daniel Kuperman on Go-To-Market Strategy
December 6 @ 9:00AM PT
View AMA Answers
👋 Daniel Kuperman
Hi all, my name is Daniel Kuperman. 👋
💼 Job: Head of Product Marketing at Jellyfish, ex-Atlassian, Snowflake, Mindtickle.
📍 Location: Mountain View, CA
🍦 Favorite ice cream flavor: Rocky Road
Jellyfish VP of Product Marketing • 2y
There are plenty of blogs and reports out there that can give you a full list of assets by funnel stage. Typically, you want to think about it in terms of helping the cus...
2566 Views
4 requests
Jellyfish VP of Product Marketing • 2y
When you see increasing traction (e.g. signups, usage, activations) convert into actual revenue (MRR, ARR, Bookings) in a consistent manner, every quarter.
2951 Views
1 request
Jellyfish VP of Product Marketing • 2y
For category creation, your GTM plan - in my experience - needs to be a multi-year affair. You may need to start with market education, analysts influence, etc even befor...
2846 Views
1 request
Jellyfish VP of Product Marketing • 2y
It all depends on the impact, in terms of revenue, that the feature will have overall. For smaller features that are important but will not result in a big increase in sa...
2809 Views
1 request
Jellyfish VP of Product Marketing • 2y
First, you've got to find out who will be impacted by it. Sales, support, operations, marketing... all of these teams need to come together for a successful GTM execution...
1796 Views
2 requests
Jellyfish VP of Product Marketing • 2y
Some of the core docs I've used include:Executive summary: clearly and concisely articulates the why, what, how of your GTM plan. It is the doc you share with other execs...
2702 Views
2 requests
Jellyfish VP of Product Marketing • 2y
There are three elements that I typically use in such conversations: customer proof;competitor analysis;analyst insights;revenue potential.If you bring evidence of what c...
2589 Views
1 request
Jellyfish VP of Product Marketing • 2y
Communicate -> Plan -> Communicate -> Execute -> Communicate... No kidding, the 'communicate' step is the most important of them all! I have seen too many GTM...
2388 Views
2 requests