Sarah Scharf

Yes, it's important to run a different playbook for major launches versus minor ones. Rather than thinking just around "product" vs "feature", I'd recommend developing a ...

Short answer: however works!Longer answer: Work with your Sales Enablement team (if you have one) and Sales leadership to come up with a plan. There are a few nuances tha...

Maybe a cop out answer but - I think it has to be both! Prior to Vanta, I worked at Google where the adage for good marketing was: "Know the user, know the magic, connect...

Every organization thinks about this differently, and I’ve worked across the spectrum from a single, annual release (Android OS) to continuous release (B2C startup). So ...

Congratulations on getting tapped to write a positioning doc!Before diving in, I'd do your research:-Do you already have company-wide or product-wide positioning? If so, ...

Waves / MQs etc are a long pull, and if you are early on in your AR journey they should be far from your mind. Approach initial inquiries and conversations with analysts ...

Naming and pricing are always the two most controversial decisions! Everyone comes to naming with their own strong preferences, and it can sometimes be an emotionally cha...

Positioning is the framing of the house - it defines the structure and heavily influences the overall style (for instance, low and long like a midcentury modern or up and...

A common mistake I see is immediately going from "positioning" to "features." What your product does is far less important than what it helps your customers do, and chanc...

This is a really good question and a real pain point.My recommendation is to form a Customer Advisory Board (exec level) and a Product Advisory Board (power users) who yo...