AMA: Pomerium Head of Marketing, Nikhil Balaraman on Enterprise Product Marketing

May 7 @ 10:00AM PT

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We will email you Nikhil's answers to these questions after the event in case you can't make it.

👋 Nikhil Balaraman

Hi all, I'm Nikhil Balaraman, Head of Marketing @ Pomerium:

• 👋 Based in: Oakland, CA
• 🧠 Top of mind: Is less truly more?
• 💬 Ask me about: Whether startups are worth it ;)
• 🍦 Fun fact: I've started a wine label with a few of the sales leaders I've worked with in the past. Who says sales and marketing can't be friends?!

This question is not on the Enterprise Marketing but still: how do you define 30-60-90 plans for senior PMM hires? What do you expect from new hired PMM leads?

How do you develop in-depth product/feature demos when your company rolls out frequent updates? Are there tools out there that can make the update process cheaper/less time-consuming?

Building out our customer education arm and realize our existing product videos are very high level and do not show actual screenshots due to wanting to avoid having to update. Is there a way where we can still show actual screenshots in our overview videos/create feature demos that can be easily adjusted based on updates?

What techniques do you use to train and enable sales teams on new enterprise product launches?

What approaches have you found successful for upselling and cross-selling enterprise products to existing customers?

How would you differentiate a mature enterprise product that is similar to competitive products?

We're struggling to find value added differentiators for one of our products that has been around for 20+ years, for which we've historically been recognized as a market leader. Currently we're losing ground because it's very similar to competitor offerings but at 2x the price. What approach would you recommend from product marketing perspective to to drive sales?

How do you think about the differences between "enterprise" product marketing and SMB or mid-market?

How can someone transition from SMB or MM product marketing to Enterprise product marketing at a different company?

How do you coordinate and work cross functionally with the product team to create commonly shared KPIs?

Any advice on KPIs tied to product launches?

What does your product marketing team do differently when executing on an account based marketing strategy compared to traditional marketing?

How do you perform extensive competitive product research?

I've been tasked with it but I'm missing the mark. This research is for the CEO and Product/Engineering teams who want to know how our tech stacks up in the market. Do you have any tips?