AMA: Norm Ai Head of Marketing, Osman Javed on Competitive Positioning

July 2 @ 9:00AM PT

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How do you recommend communicating and sharing the competitor analysis with the team/stakeholders?

Osman Javed•

Norm Ai Head of Marketing | Formerly Galileo, Cresta, Tanium, Zuora • 9mo

You can do the analysis once, but use different formats for different teams. 1. For Sales and GTM teams: Battlecards and EnablementFocus on what you can say to win agains...

3711 Views

2 requests

What are the key differences when positioning a product for developers (who have a different buyers journey) vs normal saas products for business buyers?

Osman Javed•

Norm Ai Head of Marketing | Formerly Galileo, Cresta, Tanium, Zuora • 9mo

In my experience, there are a few key differences between positioning for developers vs. business buyers. While the following aren't hard and fast rules, they are general...

7268 Views

4 requests

Competitive insights is often a back burner to launches and other PMM work. Are their tips in prioritizing and making research actionable?

Osman Javed•

Norm Ai Head of Marketing | Formerly Galileo, Cresta, Tanium, Zuora • 9mo

I love this question! Competitive insights are one of the fastest ways for PMM to earn a seat at the strategy-table and influence the roadmap table. In theory, competitiv...

4157 Views

3 requests

Where do you typically uncover the most competitive insights? What frameworks do you use to get clarity on the competitive position?

Osman Javed•

Norm Ai Head of Marketing | Formerly Galileo, Cresta, Tanium, Zuora • 9mo

Here are a few of my favorite channels for sourcing competitive intel: Prospect CallsJumping on sales calls or listening to Gong recordings is the best way to uncover com...

4975 Views

4 requests