Mandy Schafer

The best customer testimonials are those where you let the customers talk about their own personal pain points at work, and not have them try to focus on what the company pain points. Their personal pain is generally the overall company pain, especially in an enterprise setting. When it becomes p...more

Create a quiz or set up role playing for your sales team on their understanding of the product features, capabilities and messaging. When you set aside time to observe how your sales teams are understanding and consuming your sales enablement, you create a better relationship with the team, and k...more

In general, OKRs can become quite vague and hard to measure for PMM. However, the OKRs I’ve seen that are easier to measure are: 1) Successful and ontime product launches. This means the product launch was able to happen on time with all cross functional teams trained up prior to the product laun...more

PMMs are the most important when it comes to being able to simplify what the product has built and clearly describe what it does and why it’s important. Sales teams are constantly being bombarded with new features that product teams have built, you can’t feed every single feature separately for s...more

Great question! I generally look for folks that have a bit more of a technical background or have worked with products that are a bit more technical in nature. Specifically I’m not looking for them to be technical, but I want them to understand when they need help, and when to turn to a sales eng...more

Enterprise Product marketers really need to be able to understand the long, and complex sales cycles that Enterprise deals take. In addition, they need to understand all the additional nuances that come with large companies. Larger companies are generally public, and have to adhere to many more r...more

This happens a lot, and a lot of times it’s because PMM wasn’t established when the company started shipping products and became successful without the help of a PMM function.  The key is to really help the PM’s understand the true value of PMM and that we are able to take a lot of the work th...more

ABM is near and dear to my heart as I was in the middle of the tornado that spun up the term ABM during my time at Demandbase. As the PMM there at the time, we not only defined what ABM was, but also had to execute on it as well. Based on what we preached, when building out an ABM based strategy,...more

I'm going to talk about my experience at really early stage companies, at this point, everyone is doing everything, so the priority is to create some strcuture to help every get aligned on the same goals. When I’ve been the first Product Marketer, or only one establishing the PMM function the fir...more