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Sunny Manivannan
Vice President & GM, Global SMB, Braze
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Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
My top 3 metrics to measure sales enablement success are : 1. Reduction in ramp time for new AEs coming into the company - defined as 'how many days does an AE spend at my company before they close their first New Business deal?' 2. Quarterly rep participation rate - defined as 'what % of my r......Read More
4530 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
Personally, I consider these three questions every day: 1. How can I help my company win more? 2. How can I help my company win bigger? 3. How can I help my company win forever? The first is about how PMM can help Sales increase win rate and help Marketing increase pipeline (pipeline x win ra......Read More
1736 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
In full transparency, I have found it difficult to evaluate the success of a product launch in a metrics-driven way. There's too many variables at play. For example, one could use the metric of "how much of Product X did we sell in the first six months after launch?", but that can be influenced b......Read More
1677 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
I think it's crucial to work closely with other teams at the company on projects that really matter to their success. For example: PMM + Demand Gen - website redesign PMM + PM - roadmap planning, product launches, or pricing & packaging PMM + Sales - sales enablement, competitive positioning......Read More
1490 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
I'm in favor of what I call the 'State of the Union' report - and doing this every quarter. A 'State of the Union' report is created by a product marketer for their main revenue-generating product(s). It covers (within the quarter): (i) the number of net-new wins for that product, the overall......Read More
1480 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
1. Google Sheets 2. Slack and Email My personal perspective (and I know this is not a popular opinion) - keep project management tools as far away as possible from your product launches. There are very few product launches that are so complex that a well-organized plan in Google Sheets can't d......Read More
1464 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
As I wrote in another answer, the market will reward some kinds of tension, especially if there is substantive disagreement between leaders or functions on a critical topic (e.g. pricing and packaging, which I believe is the least understood topic in all of enterprise software). In these cases, l......Read More
1436 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
The first time this happens at your company (assuming the MVP is already built), you have to let the product launch and (likely) fail in the market. There's likely too much internal momentum around this MVP and you won't be able to stop the runaway train, no matter how loudly you yell. Now, you s......Read More
1420 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
Startups are unique because (virtually) every employee is also a shareholder. Which means that every internal meeting is also a shareholders' meeting. Now, unlike companies where you are a passive shareholder (Grandma bought you 10 shares of McDonald's, for example) but have no way to influence ......Read More
1395 Views
Sunny Manivannan
Braze Vice President & GM, Global SMB • June 16
Sales reps are busy. Sales managers are even busier. It's not easy to convince these busy folks to take an hour out of their day to sit in a classroom and listen to a lecture. And when your team is global, the odds are that this one hour comes at an inconvenient (EMEA) or impossible (APAC) time f......Read More
1279 Views
Credentials & Highlights
Vice President & GM, Global SMB at Braze
Top Product Marketing Mentor List
Product Marketing AMA Contributor
Lives In New York, NY
Knows About Growth Product Marketing, Establishing Product Marketing, Industry Product Marketing,......more