Communities

Jam Khan

Senior Vice President Product Marketing, 6sense

Content

What is your call on that most of the B2B SaaS Companies are Failing To Target The Right Audience?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

I actually don't that's true. We tend to be really hard on ourselves when it comes to messaging and positioning. The number of solutions in each vertical has just exploded and getting audience attention is just really hard. And buyers have so many more options to do their own discovery these days......Read More

782 Views

What has been your experience ensuring that the value proposition is distributed amongst international teams. And do you use a framework to ensure everyone is following the same value prop.

Jam Khan

6sense Senior Vice President Product Marketing • July 20

International teams are no different and should go through all the same enablement. In my experience since international teams are used to getting a lot less they are scrappy and more self sufficient. My advice is not to treat them as "international" teams, rather to carve out time to connect wit......Read More

670 Views

How do you roll out new collateral, content, and product training to a remote sales team?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

These days everyone is remote is it's important to establish a process that works for your organization. Content and collateral can exist in so many places it can overwhelming. A sales enablement platform is essential for evergreen content. Tools like slack are great for quick updates and real ti......Read More

574 Views

How do you stay aligned while agile?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

Trusting the team and tracking key results and progress versus tracking what people are working on. Tracking what they are working on ends up being micromanagement. Things can change fast, especially if you're in a startup. Stay agile, get disciplined about the key results you feel support th......Read More

548 Views

How do you build a business case to quickly grow a product marketing team? What metrics do you look at to make sure you're driving ROI for the business overall?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

There are few things i'd look at based on the rhythm of the business. How fast is the business growing? How fast is the organization innovating, and how fast is the sales team growing. How many product managers are there (the PM to PMM ratio should be at least 4:1). How often are there launch......Read More

535 Views

What key metrics do product marketing managers need to meet in order to get promoted?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

I'm not a fan of connecting metrics to promotions for a role like product marketing becuase there are so many other dependencies that can't be controlled. Rather I like to establish some expectations of responsibility for each seniority level. Seniority levels can usually be attached to the level......Read More

535 Views

What have been your biggest learnings on scaling a business globally?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

Cultural nuances are a real thing. Get comfortable with not having the same amount of high touch, but bear in mind that the regional differences do matter. In the UK words that we would spell with a Z (materialize) are spelled with an S (materialise). These innocuous differences do matter. In a f......Read More

529 Views

What's the most effective way to scale a Product Marketing team beyond the first Product Marketing Manager?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

This depends a lot on the companies business goals. In the beginning you'll be on the hook to support the GTM with assets so focus on content creation. It's pointless trying to be too strategic in the early stages. Look to the exec team for priorities and focus on the most important use cases and......Read More

426 Views

What are the key processes you'd set up when expanding the Product Marketing team from 1 to multiple people?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

Map out the various deliverables your team is responsible for. Some are consistent (launches) and others are point in time (website relaunch). List out all the stakeholders you interface with regularly: product management, Sales, Sales Enablemenrt, Marketing comms. Develop a process thats sustain......Read More

412 Views

How do you communicate product marketing updates and activities to the rest of the company?

Jam Khan

6sense Senior Vice President Product Marketing • July 20

The key here is consistency. Find a channel that works and stick to it. Else it becomes to fractured and fragmented. You can use a slack channel, you can have a dedicated section in your sales enablement platform, you can issue regular emails with links to content. Just make sure you stick to an ......Read More

394 Views

Credentials & Highlights

Senior Vice President Product Marketing at 6sense