Sharebird
Sign Up / Sign In
Greg Gsell

AMA: Datadog VP, Product Marketing, Greg Gsell on Go-To-Market Strategy

August 20, 2025 @ 9:00AM PT

View AMA Answers

  1. How do you differentiate pure product marketing GTM strategy and tactics from other functions within the company, for example from customer marketing or even the product manager?

    Greg Gsell
    Greg Gsell

    Datadog VP, Product Marketing | Formerly Salesforce, Attentive • 10mo

    I don't think you can really differentiate PMM tactics from the rest of the company (and you shouldn't want to). A strong GTM motion involves all parties rowing in sync, in the same direction for maximum impact and velocity.

    For example, a product launch needs to be supported by sales enablement. The enablement is really only effective with customer examples and product specifications. PMM is involved in all of these elements but may not be the primary contributor.

    1,791 Views
    2 requests

  2. How can PMMs adapt GTM plans as early assumptions break down after launch?

    Lately, I’ve found myself revisiting GTM docs I wrote just 6 weeks ago — and questioning half of it. Most GTM plans are built on early signals: 👉 A few conversations with users 👉 Feedback from beta testers 👉 Initial market research But then you launch. Your assumptions meet reality — and sometimes, they don’t hold up. Your ICP starts looking different The messaging that resonated in interviews falls flat So the real question is: How do you integrate what you’ve learned — without rewriting everything from scratch?

    Greg Gsell
    Greg Gsell

    Datadog VP, Product Marketing | Formerly Salesforce, Attentive • 10mo

    The last company I worked at hated any OKR planning and GTM strategy docs for this exact reason. They felt the market moved too quickly and our advantage was quickly pivoting. While I don't entirely agree with this, there is a balance of creating your GTM plan and following the general direction with making adjustments along the way. You can also adjust how you plan. If you know you are more likely to have to make adjustments based upon a high level of risk or uncertainty, just plan more short t ...Read More

    460 Views
    1 request

  3. What has been the most effective way to qualitatively collect feedback on your GTM?

    Greg Gsell
    Greg Gsell

    Datadog VP, Product Marketing | Formerly Salesforce, Attentive • 10mo

    Talk to sellers! Building relationships with sales and CS is key to understanding if your GTM plans are effective. The numbers will tell you a lot, but the notes and info in Salesforce only go so far. Understanding what is working, what isn't and where deals are getting held up should be the cornerstone of GTM planning.

    462 Views
    1 request

  4. How do you begin a GTM strategy?

    Greg Gsell
    Greg Gsell

    Datadog VP, Product Marketing | Formerly Salesforce, Attentive • 10mo

    Start by understanding your key objectives. Assuming one of those is going to be "drive revenue", you need to figure out where that revenue will come from. What is your ICP? Which sales teams are going to target that ICP? (IE is this a product that is ideally sold to enterprise in regulated industries, start with those sales teams).

    From there, I map out a plan for lead gen and your marketing content funnel and your enablement plan to get the sellers ready.

    475 Views
    2 requests