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4 Answers

Jeff Beckham
Gem Head of Marketing • May 6
Every enterprise sales rep wants to sell more, faster. The most valuable PMMs I’ve worked with are experts on their product, market, customers, and competition. Individual sales reps don’t have time to track these things at the level of detail PMMs do, but require smart talking points to be succe......Read More
639 Views
16 Answers

Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
My top 3 metrics to measure sales enablement success are : 1. Reduction in ramp time for new AEs coming into the company - defined as 'how many days does an AE spend at my company before they close their first New Business deal?' 2. Quarterly rep participation rate - defined as 'what % of my r......Read More
3928 Views
How do you manage launches when the product team has a difficult time sticking to timelines?
This makes launches pretty difficult to manage without creating large lapses in communication.
10 Answers

Caroline Walthall
Quizlet Director of Product Marketing • January 30
I would bake in as much buffer time as you can in your marketing timelines. If they have a track record of not shipping on time, I'd start assuming that. If your product partners get upset about that, explain the marketing dependencies that you can't deliver results when timelines are always in f......Read More
697 Views
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?
14 Answers

Leandro Margulis
Prove Head of Product • September 7
The definition of "Extensive competitive product research" may be different for different people. I suggest asking the CEO and Product / Engineering teams the kind of questions they are looking to answer. Sometimes the high level market research you can get from a 3rd party will not be enough, an......Read More
323 Views
6 Answers

This is an interesting one. In my last company, I joined as the first PMM. In my first meeting with the product team, I spent a fair bit of time explaining the role of PMMs and what we do — how we connect the market to the goals of the organization, and the product back to the market. That hel......Read More
495 Views
6 Answers

Jennifer Ottovegio
Narvar Fmr Director of Product Marketing • October 17
To put it simply, ABM is a more targeted approach to storytelling and demand generation. Instead of telling 1 or 2 broad stories to large groups of prospects and/or leads, ABM forces the PMM team to narrow in on our top target accounts (both customers and prospects) and identify what story wil......Read More
1103 Views
1 Answer

Currently, I am working with someone that I highly respect: John Hurley. But others like Grant Shirk, who is really thoughtful PMM leader at Cisco Meraki. Mary Sheehan who is at Adobe in campaigns, but has spent years in PMM before she switched over to campaigns. This question is hard to answer......Read More
728 Views
1 Answer

The main difference is around change management. When SMB and mid-market companies buy software, there isn't a huge change management aspect because of their size. "Enterprise," defined as more established companies like (P&G, etc.), would like to know how you will help them succeed with your sof......Read More
791 Views
3 Answers

Suyog Deshpande
Samsara Sr. Director | Head Of Product & Partner Marketing • May 13
Learn from the best in the industry. I love the customer marketing from the following companies: 1. Salesforce - unbelievable focus on customers! Look at the trailhead, attend Dreamforce if you can 2. Gong - I like how they call out specific outcomes and challenges 3. Adobe Experience Maker A......Read More
2819 Views
2 Answers

1. writing skill: the messaging side of the marketing house, so you need to learn how to write. 2. presentation skill: you're not just enabling sales, but also marketing so can you present your ideas succintly 3. intellectual curiousity: you're task with taking new products to market......Read More
733 Views