Pranav Deshpande

I've written about this in detail on my blog, so I'll summarize my thoughts below! Messaging and positioning work is never complete, so always treat your positioning doc ...

You can't think of developer GTM as just another channel you can tack on to an existing GTM motion, like paid social or sponsorships. Developer GTM needs to be an integra...

In my opinion, benefits need to describe the outcome of using the feature. The outcome should address a real pain point for the target customer of the feature. The benefi...

Your sales team needs a higher level of technical proficiency when you're a B2D company. It's important to hire sales reps that can form their own mental model of how you...

To be honest, this has been difficult to figure out. I don't think we have the best solution yet, but for now, we write down positioning statetements for each product, wh...

There's both qualitative and quantitative ways to test messaging, and in my opinion both are equally important in the long run. The qualitative approach involves direct...

I think it's important to discuss the objective of investing in marketing to developers before answering this question directly. At Twilio, the Developer Marketing team d...

To start I'd say thorough competitive research is the foundation of great product marketing, so it's great that your company is investing in it. It's really important for...

Great question! The relative importance of these tips depends on your GTM motion (mostly top-down or mostly bottoms-up), but in principle they're all about contributing m...

Extremely. If you don't speak their language you will never be able to build credibility with them. Your messaging should also focus on education and explaining what your...