AMA: Quickbase former SVP of Product Marketing, Sarah Din on Enterprise Product Marketing
February 12 @ 9:00AM PT
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This honestly depends on the type of product and the problem you solve - enterprise or otherwise. But generally, I often see companies lead with ROI calculators, can be a...
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What are the key differences between SaaS pricing and consumer software pricing?
Specifically the differences in: objectives, unique challenges, processes and approaches, data and tools, and success metrics. Greatly appreciated your insights!
This is a really nuanced question and honestly could be its own full session. But at a high level, the fundamental difference is that SaaS pricing is pricing a relationsh...
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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?
to be very honest, if your product is functionally the same as competitors and you're 2x the price, no amount of messaging is going to fix that long term. PMM can buy you...
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it really depends on your company size and resources available. But generally you prioritize localization for your top revenue markets first and work down from there. Don...
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Absolutely you can make this jump - pmm is pmm at its core. Its about understanding the buyer, understanding the product, and bringing those together in a way that resona...
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First, positioning, messaging, and storytelling at the core. This is the foundation of everything. If your sales team can't clearly articulate why you, why now, and why n...
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First 30 days...listen. Talk to sales, talk to customers, talk to product. Understand how deals are getting done today without PMM, because something is working or the co...
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The shift you need to make is from product narrative to business narrative. A C-suite pitch should start with the market trend or business challenge thats keeping that ex...
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Start with a locked master narrative...your core positioning, value props, and key proof points. That doesnt change region to region. Thats your foundation.What DOES chan...
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I am a huge advocate of win-loss programs, i think they are the most underrated and the most valuable programs you can run.the way ive done this is quarterly, you run a w...
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I dont think PMM should own pipeline targets directly, thats demand gen's job. But I also know every company is structured differently and PMM should take OWNERSHIP of th...
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