Dave Daniels

30 days - Learn the market and competitive landscape. Visit as many customers and non-customers as possible. Read every Win/Loss report you can get your hands on. Talk to...

Start with these: 1. Customer Lifetime Value (LTV) - it measures how long a customer stays with you and how much they spend during that time. It's a good early warning me...

Another reason is burnout. Too many organizations perceive PMMs as lead gen people. That puts them into a highly tactical mode. Without so much tactical work, there's nev...

Product positioning/value propositions/messages are developed for people (personas) in markets. The first step is to identify the personas that influence a buying decisio...

In a word - results. Your product managers should have a goal defined for the product you're supporting. It may not be the most realistic goal, but there should be a goal...

Consider start cross-selling if you know there is a need (it's annoying to get signup emails from ADT when you're already an ADT customer for over 10 years), and the cust...

First, don't think of Win/Loss as a project to be done at certain times of the year. It's like a lifestyle change that has be worked into your organization's priorities (...

The short answer is product marketing defines the go-to-market strategy to achieve a return on investment. The Marcom team executes the tactics in support of the GTM stra...

It's a difference with little distinction. From a buyer's POV it's the thing that solves their problem or satisfies their need. Some sales VPs want to use the word 'sol...

The strategies will differ based on the maturity of the market segment and/or product category. For example, if you are dealing with a mature, risk averse market segment ...