Jodi Innerfield

AMA: Salesforce Senior Director, Product Marketing, Jodi Innerfield on Product Launches

January 12 @ 10:00AM PST
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Salesforce Senior Director, Product Marketing, Jodi Innerfield on Product Launches
Top Questions
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
The channels you use depend upon the audience you're reaching. Where does your audience spend time? What channels have historically worked best for your organization or similar products?  You can usually get a good sense of channels to activate based on persona research. Even if you're launching......Read More
14835 Views
4 requests
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
The goal of most B2B launches is revenue--but there are many other KPIs you can track besides how much revenue you've generated!  Customer KPIs: These KPIs all tell me how much my launch resonates with my target customer. Pipe generation; lead generation/form fills on any key launch assets like ......Read More
21665 Views
5 requests
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
First--well done for having a post-mortem! It's really easy to just get caught up in the next thing that comes along, but post-mortems are super important! This is your time to reflect on the launch planning, the launch itself, and whatever happens next.  Launch Planning Reflection - Get feedba......Read More
11430 Views
3 requests
How do you refine your messaging and get the latest one adopted even after launch?
Often time when the launch goes general announcement (GA), everything seems finish. But obviously, launch is a series of events around a theme and it can last long after GA, especially in terms of messaging refining. But how do we keep the go-to-market team engaged to adopt it after launch?
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
Honestly, the sales team is going to do/say whatever they want. It's nearly impossible to enforce that a sales team says the exact messaging you want them to, or that they use the exact slides and resources you want them to.  When we do further message testing and make refinements, I try and mak......Read More
5888 Views
3 requests
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
For your launch to be a success, ideally you have completed a customer pilot so you have success stories for press; you've built a robust demo org for your sales teams so they can show customers the product; and you've spent time conducting internal and external research to make sure your message......Read More
4454 Views
2 requests
What process have you taken to enable your sales team to demo a new version of a feature while it's in Beta?
- At what point did you allow them to start demoing? X weeks prior to GA? - What training was necessary prior to making the change? Workramp, etc. - When did you make it mandatory for Sales to only demo the new version? - Were there any concerns that the feature might be sold as one thing, then the final product might look slightly different?
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
Demoing is SO important, yet unfortunately, we don't often have the product ready for sales teams to demo too far ahead of a launch.  What we do in this situation is have PMs do enablement where they walk through the new features and functionality and answer questions. That way the field can see......Read More
1669 Views
1 request
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
Tiering and t-shirt sizing a launch should be based on "how impactful is this to my customer and the company?" If it's a brand new product suite, a new offering in the market either for the company or the space, or a material investment/improvement from what exists today--that's a Tier 1, full-co......Read More
30720 Views
4 requests
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
Launching too soon is a major red flag--I wrote all about it in a recent post ! What distinguishes a "meh" product launch from a great product launch?  1 - Showing the product in your assets and launch material 2 - Having customer testimonials that your product is as good as you say it is 3 -......Read More
2710 Views
2 requests
Jodi Innerfield
Jodi Innerfield
Salesforce Senior Director, Product Marketing Launch Strategy & Emerging ProductsJanuary 12
Each geography is different, so don't treat geos as "one size fits all." Make sure you understand the nuances of the region you're launching in--what language resonates best in messaging? What channels might be different? How does the perception of your organization or product change based on geo......Read More
16802 Views
2 requests