Where does PMM end and Sales Enablement begin? (especially in relation to launches)

In my personal ideal launch world, PMM would develop the core messaging, positioning, and Bill of Materials that would then be handed to Sales Enablement to transform into compelling trainings. PMM may end up guest starring in some trainings as presenters, and Sales Enablement would be a critical feedback mechanism to fine-tune the launch assets. This would allow each organization to demonstrate their expertise and skills - PMM with placing the launch most advantageously for the business, Enable ...Read More

Great question. Context matters. Larger companies have a dedicated sales enablement department. They are subject experts at the process of passing on knowledge to Sales. PMM are experts in the subject at hand. For example in the context of a launch, PMM would define message, positiong, pricing etc. with Sales enablement determining the best method of passing this information on. FOr example via a global townhall, a regional sales training or through managers etc.. Subject to format, content may ...Read More

Great question!  In my experience, we work with SE to help them understand what's coming down the roadmap (big initiatives, product launches etc.) so they can plan and schedule training accordingly. Having a really tight relationship is critical so both sides have visibility into the needs of the GTM. Product Marketing should provide the core content but leverage the strengths and reach of SE to help deliver the training and structure it strategically. For example, SE can take a look at the trai ...Read More

The roles of Product Marketing Management (PMM) and Sales Enablement often intersect, particularly during product launches. While they have distinct functions, they collaborate closely to ensure a successful launch and ongoing sales support. Here's a breakdown of their responsibilities, especially in relation to launches: Product Marketing Management (PMM): PMM focuses on understanding the market, customers, and competition. They create the go-to-market strategy, positioning, messaging, and pric ...Read More