Sam Melnick

Competitive positioning is worthless if you can't explain and train your sales and customer success teams. That's why partnering closely with your enablement team and fro...

This is a fun, but challenging question. If there's no Wave or Magic Quadrant (MQ) for your category, long-term and strategic thinking becomes incredibly important. Here ...

Managing up is a huge part of being a PMM, especially when aiming for a leadership position. How this is done depends on where you are in your career and what is expected...

When building a B2B Enterprise product GTM strategy, four key pillars stand out: ICP, Messaging/Positioning, TAM, and Company Goals. These need to be in sync for success....

Rule #1 of Competitive Intelligence is to tie it directly to revenue. By doing that you uplevel it from being seen as a research project to something that drives specific...

To me it starts with right people to target (ICP) and the right message. I've talked about ICP in other answers so for this I want to talk about clarity and simplicity in...

Staying on top of competitive intel requires a structured approach since a lot happens in any given week and you can get requests from all over the business. Here's how m...

Let's be clear. CI is a team effort and its very hard to be THE end-all-be-all source for this information. While that can work for a time, a small team cannot be everywh...

This is all about the Ideal Customer Profile (ICP) comes in. I'm going to start with the three main use cases for your ICP aka operationalizing:For your GTM team the its ...

Yikes. This is a big one! If your GTM strategy isn’t working, product marketing can’t overhaul it alone, but they can identify when it’s failing.Look for red flags like d...