You're the new PMM for a B2B SaaS company that has 40 people and is starting to scale. What should you aim to do in your first month and your first quarter?

An effective 30-60-90 will help you make progress across 3 pillars: What is your point of view on the company's current market standing? Where are there future opportunities? How do you define and establish the PMM function? How do you create scalable, repeatable processes for GTM success? The first 30 days are all about discovery. It's about deeply understanding the business, marketing fundamentals, and product. What are my company's business priorities? Why? What are some of the KPIs that our ...Read More

There are a lot of things you could do - and it's easy to get distracted as a product marketer.  First 30 days - Listen, listen, listen. Ask a TON of questions. Hold back from providing ideas unless you are really sure about it. Help others behind the scenes on ongoing projects with work you are good at - like writing or editing copy, preparing slides, etc. Help them look good and make allies. This is also a great way to learn the business. Talk to customers - jump in on existing calls and ask g ...Read More

Start building the foundational materials - product positioning, the pitch deck, messaging guides, launch processes, etc. and get alignment on these early! It's critical to get these pieces done first so that you can scale effectively. As a team of 1, you are going to need to rely on the other people in your org to help you get your product (and message) to market. By having these core materials created and getting buy-in from your execs and cross-functional teams in your first few months, you'l ...Read More

Look at my phases of success for a PMM in your first 100 days, it has the building blocks on what to focus on so you can be prepared to help scale with your company. This can be tailored and used at a 40 person company or larger one as it covers all the fundamentals any full stack PMM should be able to deliver on. I created this when I was working at a 2-sided marketplace and in B2B but it’s also relevant to B2C. We are all selling to humans at the end of the day so B2B companies should also thi ...Read More

First 30 days:  Onboard and get all the context! Learn about your customers (firmographic info, top segments, their pain points, where they spend time, how they enter the buying process, who influences their decision, ICP, JTBD, etc. Consume all the research that has been done if anything exists), your company (org chart, how decisions get made, unwritten rules, values, how to get things done, etc.), market (trends, competitors, sizing), your product (how it works, top competitive solutions, gap ...Read More

I’ll caveat this answer largely depends on your company’s goals, existing team structure, and culture. One should never parachute into a new company with a rigid 30/60/90 plan or assume the recipe for success in your last role will apply here. First month = Big picture Learn both your people and your products. Overload on 1:1s, get your hands dirty with the product, and speak to customers. “First seek to understand, then to be understood.” First quarter = Build the basics Hiring plan, messaging ...Read More

My perspective here is whether you are starting at a larger organization with hundreds of employees or a startup with 40 employees - the first 30 days look roughly the same. This is your window to build up as much context as possible, understand the goals, mission and prioritiies of the business, and identify gaps and areas for impact. The advantage of being at a smaller company is this access to information is much more accessible. People are easier to reach, things are probably still very ever ...Read More

Here's how I typically tackle the first 30-60-90 days for establishing PMM: First 30 - Listening tours + product/data downloads Shadow sales demos, listen to customer calls on Chorus or Gong, watch Fullstory sessions and marinate in any and all of the data you can find Get your hands on the product, get so comfortable with it you can give a demo Start market research, understand your TAM (total addressable market) and personas First 60 - Assess, Align and Establish Assess orgs needs + company go ...Read More

I think it’s all about setting a strong foundation while driving early impact. My first month would be all about learning, building relationships, and getting quick wins, while my first quarter would be about executing key initiatives, showing early results, and laying the groundwork for future success. Here’s how I would think about it: First Month: Listen & learn  In the first month, my main focus would be on deeply understanding the product, the market, and the company’s goals. It’s cruci ...Read More

My current group has almost a thousand people, so I’ll let someone else chime in on specifics for a smaller organization.   In general, the first thing I do in any new organization is try to understand the state of the business, customers, and team, including everyone I would directly or indirectly support. That means lots of background research and introducing myself to internal collaborators and key customers. I keep these conversations open ended to listen for what’s working, what’s not, and ...Read More