👋 Daniel Kuperman
Hi all, my name is Daniel Kuperman. 👋
💼 Job: Head of Product Marketing at Jellyfish, ex-Atlassian, Snowflake, Mindtickle.
📍 Location: Mountain View, CA
🍦 Favorite ice cream flavor: Rocky Road
Content
Jellyfish VP of Product Marketing
Summary
In this playbook, I will guide you through how my team and I built an analyst relations program at a company that I worked at previous to Atlassian, MindTickle — the recognized leader in sales readiness. When I joined, MindTickle was a Series A startup with no existing analyst relations program, ...Read More
Atlassian Templates Included
Jellyfish VP of Product Marketing • 3y
You have to establish a cadence of updates for different assets, which will vary based on how they are used and your market dynamics. Personas don't change often, so revi...
4797 Views
Jellyfish VP of Product Marketing • 4y
In most B2B tech organizations (where I've spent most of my career) the PMM team owns the Go-To-Market. From a strategic perspective this means: - Who we should sell to a...
3578 Views
Jellyfish VP of Product Marketing • 3y
First, start with what you already have at your disposal, which will likely include: - written customer case studies or success stories - requests that customers have mad...
3410 Views
Jellyfish VP of Product Marketing • 5y
The best enablement decks I’ve seen address: Who is this for? Why is this important? What is the impact of this? Action items / next stepsWhatever the subject, following...
3145 Views
Jellyfish VP of Product Marketing • 2y
The biggest mistake is to focus on what the competitor does versus what the customer cares about. Don't start with what the competition is doing or not doing, start with ...
3003 Views
Jellyfish VP of Product Marketing • 5y
Ultimately is about revenue attainment. Are sales reps being able to make their numbers? If yes, you are likely doing your job well. Now, if we look more closely at how t...
2967 Views
Jellyfish VP of Product Marketing • 2y
When you see increasing traction (e.g. signups, usage, activations) convert into actual revenue (MRR, ARR, Bookings) in a consistent manner, every quarter.
2951 Views
Jellyfish VP of Product Marketing • 2y
The key rule of thumb is to always be truthful. Don't lie about who you work for, your role with the company, and what you are looking for. For example:When filling out a...
2859 Views
Jellyfish VP of Product Marketing • 2y
Good question. In my experience, the best way to prioritize competitive insights is to show there's a clear connection between the work and business results. This often c...
2849 Views
Jellyfish VP of Product Marketing • 2y
For category creation, your GTM plan - in my experience - needs to be a multi-year affair. You may need to start with market education, analysts influence, etc even befor...
2846 Views
Credentials & Highlights
VP of Product Marketing at Jellyfish
Lives In Mountain View, CA
Knows About Analyst Relationships, Competitive Positioning, Competitive Sales Enablement, Product...more