Why an ROI Calculator A return on investment (ROI) calculator is a great way to land your differentiation and value with customers. In a sales cycle, an ROI calculator lets your sales people equip your champion at the prospect with a business case to get budget & overcome objections. Plus every element of an ROI … Continue reading Build an ROI Calculator in 6 Steps
A Foundation for Great Executive Presentations
Want to get better? Up your game on presenting to executives. Because your work will achieve *way* more, with executive support. And your work & impact will improve with good executive direction. Plus you’ll get: Faster decisions & clearer feedback Better executive relationships & career advancement Shorter & fewer meetings In this post I'll cover the … Continue reading A Foundation for Great Executive Presentations
Raising Prices: 2 errors & 2 wins
Tech companies are under the gun to improve profit margins and cashflow. One mechanism for this is through packaging & pricing, the most intellectually challenging (and for me, fun!) piece of the PMM’s role. This post will walk through 2 errors: Narayen & sufficiency errors 2 wins: Repackaging for Role & Integrative benefit Let’s start … Continue reading Raising Prices: 2 errors & 2 wins
Coaching PMM Confidence
Three product marketers I know got the same feedback last week:that they need to ‘be more confident.’ In each case, the manager’s intent is good.And each of the PMMs agrees. But the feedback is unhelpful without a plan to get there. Introducing Humans Hi, meet humans. Telling them how to feel doesn’t work. Hey, I … Continue reading Coaching PMM Confidence
Best Practice: Work with CSMs
If you want to understand customers,so you can better position your products, then work with your ally, the customer success manager (CSM). CSMs and Their Relationships Many PMMs choose sales people as their primary path to customers. That’s good. AEs win by finding a business need so important/urgent they can drive a deal. But CSMs often build … Continue reading Best Practice: Work with CSMs
Build Your Own Customer Relationships
To do great positioning, you must talk to customers. Because the best positioning ideas come from your customers.But real conversations only happen when you have a relationship.To be the best PMM, you need to build your own customer relationships. Outside → In Positioning A year after I joined the PMM team for Salesforce’s Service Cloud, I … Continue reading Build Your Own Customer Relationships
The 3-S Demo Video Method
For PMMs, demo videos are an opportunity to shine. Product-driven stories that can reach millions of people.Compelling. Vivid. Concise. But making one can be frustrating and slow if you approach it wrong. Here’s my 3-S Method to deliver the best demo video, fastest.It involves partners: creative, video, agencies, and your peers & boss. The built-in iteration … Continue reading The 3-S Demo Video Method
PMM: Always Be Interviewing
Most PMMs interview for new jobs only after deciding to leave, or being let go.Most PMM managers interview candidates only if there’s open headcount. There’s a better way. Job Interviews to Build Network, Intelligence & Insight As PMMs and PMM leaders, it pays to build your network.It pays to gather intelligence and ideas on what … Continue reading PMM: Always Be Interviewing
Turn off your video
Conversations are important; they're how we create impact.Conversations work best when everyone involved focuses. 2 years ago, millions of office workers shifted to video meetings.The social & corporate pressure was high for everyone to turn on their video,But the amount of critical thinking about this radical change was almost nil. Here are my observations. The … Continue reading Turn off your video
Pro Tip: the Sunday Meeting Cleanse™
It’s Sunday. On Friday you said to yourself: “I’ll have to work Sunday.” You said: “I had so many meetings I didn’t get much done.” Q: How can you make the best impact if you don’t prioritize your time?A: You can’t. Get disciplined about Your time One unstated part of the PMM job is to … Continue reading Pro Tip: the Sunday Meeting Cleanse™
Product Marketing Best Practices 