Profile
Horacio Zambrano

Horacio Zambrano

CMO, TruU.ai ; B2B GTM/PMM Advisor, Truu, Inc.
About
Cybersecurity CMO from a product marketing base

Content

Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorJune 8
GTM is very broad and can mean so many things in industry. Strategic analysis and more marketing plan like, PPPP (packaging, pricing, placement, etc.), messaging/positioning You have to pick one, find a good framework and cover all the basis. Most likely they will think it's more academic than......Read More
1895 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorDecember 5
For me, it's important to align PMM activities (and others) from the top down, realizing that there are always changes as the year goes on: 1. Business (Strategy) Goals 2. Marketing Goals and Strategy to achieve #1 (includes GTM strategy/plan) - chunked into quarters 3. PMM objectives and pl......Read More
1213 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorJune 8
We did more portfolio marketing at Cisco/Juniper where we had many "cybersecurity" problems, whereas in early-stage start-ups and fewer product companies I feel it's more classic product marketing. Portfolio is often more solution or suite level marketing. Strategy is almost business like (don......Read More
1073 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorDecember 4
I think showing a promotion within an organization signals something a bit more special than a title change across organizations, so that is a way to motivate someone to stay on longer if an opportunity will open up for them. Start-ups offer a much broader scope of responsibility but may lack the......Read More
688 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorDecember 4
Definitely product management, to understand the blurry demarcation company to company between those 2 positions such as customer exposure, pricing/competitive analysis and salesforce training. Sales management and CRO, sales ops, marketing functional owners (digital, automation, ops) and custome......Read More
571 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorJune 8
Try to make the switch in the company you are in already, will be very tough externally.  that said,  1. learn online - there is practically nothing you can't master in business today at least theory wise (different in science or medicine, etc.) 2a. do it for free, start with battlecards, et......Read More
499 Views
Horacio Zambrano
Horacio Zambrano
Truu, Inc. CMO, TruU.ai ; B2B GTM/PMM AdvisorDecember 4
All of the above. To create those higher level relationships internally and project more seniority, you need to be/sound as strategic (about your industry, competition, trends, shifting dynamics) as you are/can about feature richness. Executives tend to be strategic and they need people that can ......Read More
421 Views
Credentials & Highlights
CMO, TruU.ai ; B2B GTM/PMM Advisor at Truu, Inc.
Lives In Palo Alto, CA
Knows About Establishing Product Marketing, Product Marketing 30/60/90 Day Plan, Sales Enablement......more