Profile
Jeff Beckham

Jeff Beckham

Head of Marketing, Gem
About
I lead product marketing at Gem, which makes a SaaS product that can help you hire 5x faster. Previously at Mixpanel, Slack, BlueJeans, and Cisco Systems.

Content

Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
At every company I’ve been a part of, product marketing has always been the driver of any sales enablement done by the marketing team. I’m sure that’s not the case everywhere, but I believe it’s the norm. The main reason is PMMs are hired for a specific skill set that fits enablement – storytelli...Read More
2185 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingMay 7
I’m glad you asked, because I love building presentations! I realize I’m a total slide nerd, but here’s my process: 1. Align on the outcome you want from the presentation. Who are you trying to convince, and about what? Whether the audience is the sales team at SKO or execs at a busines...Read More
1867 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
The more time in advance you can provide the sales team, the better. But you also don’t want to sit on new products / features that are ready to go, especially when you’re at a small and nimble company like yours. The key question is, when is the product far enough along that you know the final f...Read More
1727 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
This is a fun question because I’ve seen this vary so broadly across the places I’ve worked. Step one is to make sure product marketing gets invited :) At Mixpanel, all of the go-to-market teams go to SKO, and it has really helped to create a sense of shared purpose across sales, marketing and cu...Read More
1713 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
The biggest mistake I’ve made is not involving Sales at the ideation stage. Too many times, I’ve thought I had a great idea for a new program or piece of content, only to find upon rolling it out that I was solving a problem nobody had. It’s always good to have a few “friendlies” on the sales te...Read More
1489 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingMay 7
It’s a good question, but also a loaded one! Product management needs to prove their value to the company too, right? The dynamic you’re describing is common though, unfortunately. I’ve lived it many times. The best working relationship comes when both sides have shared goals. If that’s not rea...Read More
1487 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
If you have the opportunity to be involved, snatch it as quickly as possible! The core of product marketing is creating messaging that works, and the fastest way to test messaging is through channels that scale. SDR templates are one of those, along with digital ads and high-traffic web pages. O...Read More
1449 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
It’s exciting that your company is making the shift up-market! The first question to ask is whether you have the right people in place to sell into enterprises. Promoting the best people on the mid-market team is highly risky, although that decision is usually outside the purview of product marke...Read More
1388 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingDecember 18
A good question to ask before starting a sales playbook is, “what’s in it for them?” Good sales reps welcome support from anyone who can truly help them, and product marketers are well-positioned to provide that type of assistance. But I’ve made the mistake many times of taking the “build it and ...Read More
1326 Views
Jeff Beckham
Jeff Beckham
Gem Head of MarketingMay 7
The setup at my previous company, Mixpanel, is one that I’ve seen be more and more common at businesses scaling up. We have two arms of marketing: product / content and growth (the “campaign team”). When the head of growth and I need to explain who does what, we like to simplify things to: PMM b...Read More
1174 Views
Credentials & Highlights
Head of Marketing at Gem
Product Marketing AMA Contributor
Lives In San Francisco
Knows About Establishing Product Marketing, Product Marketing 30/60/90 Day Plan, Competitive Posi...more