AMA: Salesforce Head of Product Marketing - Security, Integrations, Mobile, Harish Peri on Go-to-Market Strategy

How does your company think of its 'market'? This is essentially a segmentation exercise but sometimes the hardest part. This requires alignment between sales, product...

It comes down again to segmentation, target and positioning. How critical is the new release/features to your target segment? Alternatively, it might seem like a small f...

Making the assumption here that vertical = industry. Industry definition - which taxonomy are you using. NAICS, SIC, propietary, DUNS, Clearbit? This is important beca...

Making assumptions about pricing and not vetting them with sales VERY early in the process Assuming that its a 'handoff' to sales enablement vs in reality its an ongoing...

This was a product I helped launch more than a year ago. It was a product that had high market demand and was long overdue for the target buyers. If you reference the q...

Success is only as good as the definition of success. So in the early days of the launch you need to have a aligned defintion of what the launch goal is. Market share, ...

I always come back to the fact that each segment in your GTM plan needs its own launch approach. This is why there's no one-size fits all E.g. if you have a target segm...