Michael Peach
VP of Marketing, Rimsys Regulatory Management Software
Content
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
Yes - I think there are 3 things you need for good messaging: 1. A clear understanding of who you're targeting. The target persona, not the vendor is the "hero" in your story. Product marketers too often make their product or company the main character. 2. A clear understanding of how ......Read More
1345 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
Messaging is always hierarchy. You have a top-level story that speaks broadly at the company, brand, or product portfolio level. Then you ladder down from that into more specific messages for specific products, industries, or audiences. They key is to start at the top and work down. That way your......Read More
1087 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
This is where the loss of conferences/events this year has been painful. One of my favorite ways to test messaging is to attend conferences, work the booth, and see how well different pitches land. Another approach I've used is to test messaging through experienced sellers. When trying out som......Read More
1047 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
My approach to competitive intel is pretty basic, but for the most part it works well. I setup Google alerts for named competitors, and a Slack channel for sellers (or anyone really) to drop in stuff they're hearing in the field. I find that clues you into most of what you need to stay on top of.......Read More
1034 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
I actually don't think this matters all that much. Messaging should be anchored in the outcomes your product delivers to your target persona, and the key differentators that make you uniquely suited to deliver those outcomes. That doesn't change based on your market position. Where this could ......Read More
973 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
It's ultimately up to the PMM team to drive engagement and feedback on messaging. One of the easiest ways I've found to do this, is to link messaging discussions with launch planning. Not everyone on the leadership team is passionate about messaging, but I've found that most people do care, and w......Read More
888 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
I think there are two ways to look at this. One is differentiation. What, specifically, does your product or company do that's different from other/existing solutions. This should always key component of messaging. It's the answer to "why us?". Intro presentations close on key differentiators, it......Read More
840 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
Yes, there are two changes from a messaging perspective that I've made this year. Everything this year is unprecedented, but the changes are similar to things I did in 2008 as well. The first thing was to pivot top-line benefits from growth to efficiency. In a recession, you have to be able empha......Read More
796 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
Never. That's probably not a practical answer, but I'm always tweaking and refining messaging. Obviously we don't contstantly roll out changes to the market, but I think PMMs should have that mindset. I generally think that every launch is an opportunity to update your messaging, and in the absen......Read More
726 Views
Michael Peach
Rimsys Regulatory Management Software VP of Marketing • August 4
This will depend a bit on the specific market or product, but I'd suggest the following: * Your customers * Your product team * Your sales team * Your leadership team * Industry analysts or influencers Customers can be a really valuable source of messaging feedback that often gets overloo......Read More
721 Views