Amit Bhojraj
Head of Marketing, Transform
Content
One of the KPIs for the PMM team should be around sales enablement. I have seen
this KPI measured when a PMM delivers sales training. After every live session,
we would do a survey where we check two dimensions: Quality of the presentation
and usefulness of the material. Though this was interesti...more
I would tailor the cadence and materials to your audience. You need a general
track for all sales reps to highlight the 90-day roadmap updates, highlight key
launches and other relevant topics. It would be best if you had a separate
technical track for your technical field teams that will go deep...more
It depends. Not the best answer, I know :)
It depends because it comes down to how your org set up. Is your Demand Gen team
closely working with the SDRs vs. the PMMs? If yes, and if you have a robust
positioning framework (from the PMM team), it would be pretty easy for a DG lead
to carve out a...more
Sales ops cannot be responsible for launching new products or features. Any
topic directly related to the product or the GTM motion should fall under the
purview of PMM (since they will be closely attached to the product management
team). PMMs create the training/launch materials and are responsi...more
Considering your limited bandwidth, it is challenging to go broad. So, the
answer, in my humble view, lies in "focus". When I think about competitive
analysis, I usually think about one competitor that I call the "Next Best
Alternative." The next best alternative may not always be a competing ven...more
As you go upmarket, third-party influencers become crucial in the sales
process—specifically, analysts such as Gartner and Forrester. Enterprises are
lower tolerance for risk, and they can lean heavily on the magic quadrant or the
Wave placement while making buying decisions. Your enterprise sale...more
B2d follows a whole different motion. A developer is not eager to talk to Sales
(and they don't want to be sold to). Developers want to try out the product
themselves, tinker with it, and only if they enjoy the experience (or get to the
aha moment) will they evangelize the solution up the company...more
Let's start with the difference between a platform and a product: Almost every
SaaS product has APIs that let it integrate with other applications. A platform,
however, plays a more active role in creating an ecosystem and acts as a central
hub where how multiple products work and can thrive toge...more
Credentials & Highlights
Head of Marketing at Transform
Product Marketing AMA Contributor
Lives In San Francisco