Jeremy Wood
Head of Product Marketing (APAC), Adobe
About
As the Head of Product Marketing (APAC) at Adobe, I lead a team of passionate marketers who help our customers and partners leverage Adobe Experience Cloud to accelerate their customer experience goals. I have over 25 years of progressive experien......more
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Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
This is definitely one of the trickier elements of sales enablement and the quantifiable value driven through product marketing into sales enablement. In short much luck the majority of PMM KPI's and metrics, its hard to have 'absolute' metrics but I have no hesitation in owning the influence on ......Read More
2386 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
I always like to go back to basics and follow the same principals that we as PMM's follow when it comes to positioning to our customers. What is the customers pain point? What use cases are they trying to solve for? How can our products/solutions help them achieve their key business objectives? I......Read More
2098 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
This is a great question and probably one of the hardest to actually achieve depending on the topic and the environment you're doing the enablement in. I think the trick is to ensure THEY know why they're there and why it will be beneficial for them to pay attention! The same way you would always......Read More
2072 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
You have to be very clear up front around the objectives of the enablement effort itself. That is to say if you're running an enablement session on X product and its for sales that are brand new to the product, then outline within the calendar invite itself that this is a '101 level' training and......Read More
2048 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
Full disclosure, I've never 'started' sales enablement in a company so I'm just going to tackle this from my point of view but it's not based on real world experience! I would keep things very simple and frame them up the same way you would with a GTM for a new product/solution/service. What is t......Read More
1843 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
Ah I remember this stage a few times ;) Again, I think keeping things simple is key. Don't overthink as it will only complicate things and in turn likely create the opposite impact you're aiming for! Prioritise a handful of key initiatives and activities that are inline with the business. Think a......Read More
1839 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
In my experience customer testimonials and case studies are always the #1 most requested asset from sales. In a couple of my roles we ended up polling the sales teams on what their most requested item(s) might be from Product Marketing (because we were all bombarded with various requests!) This w......Read More
1836 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
I mentioned this elsewhere but in my mind there's two key dimensions to sales effectiveness. One is the core sales skills side..i.e how good are they at discovery? how do they navigate objection handling? How are their deal progression skills and so on. These are typically built up over time with......Read More
1832 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
The biggest one I've seen not just with new programs but existing is not incorporating/including sales into the plan itself! I've found in my experience that sales can be less trusting of marketing/product marketing "telling them" what to do vs having some buy in to the process. I've always found......Read More
1808 Views
Jeremy Wood
Adobe Head of Product Marketing (APAC) • December 12
Great question and one which I've had to tackle quite a few times over the years (and not always successfully might I add!) I think the key here is to get sales on-side by having them actively participate in the process. At one business where I owned sales enablement, we did a yearly survey of th......Read More
1793 Views
Credentials & Highlights
Head of Product Marketing (APAC) at Adobe
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